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Process interaction
 

Process interaction

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    Process interaction Process interaction Presentation Transcript

    • Process Interaction
      3/2/2011
      copyright River Heights Consulting 2011
    • Process in Distribution
      The Wild west
      Logistics
      Difficulty Systemizing
      Warehousing
      Freight Shipping
      IT/Support
    • The Distributor Sales Process
      It’s Complicated and…
      It’s Interactive
    • There’s Pushback
      Do you want me Selling of Filling out Forms?
      My sales will go down because I will loose customer intimacy!
      They can’t make me do that..
      This steals from my selling time…
      Big Brother, Mind Police
      Job Security
      I’ll fight….
    • We already have a process….
      But, it’s informal…
      Each salesperson has their own…
      Real or imagined?
      Here are the tests of a real process..
    • Evidence Mounts
      Only High Process Groups
      Perceived Value
      Sales Process
    • Pricing ProcessInteracts with Sales
      Forces Process Driven:
      • Feedback
      • Scientific Pricing Analysis
      • Training
      • Documentation
      This Results in:
      • Better Segmentation (Customer and Vendor)
      • Stronger Feedback
      • Discipline in Sales Mgmt.
    • Upper QuartilePerformance
      Often have higher margins but…
      Not a margin driven thing…
      Better Control of Process
      Affects:
      • Selling Activity/Results
      • Operational Costs
      • Transactional Costs
      • Inventory Control
      • React Better/Faster to Changes in Economic Conditions
    • What’s next?
      Targeting
      Best customer to product match
      Customers most likely to value and respond to our solutions
    • Product Level Targeting
      Vendor – Oriented
      Fast Results – typically 6 months or less
      Easily automated
      Pricing Process
    • Solution Targeting
      Are we there yet?
      plus
      Lean
    • Typical Documentation
      Measures
      • Where are we in the process?
      • Time in stage
      • Salesperson stuck in stage?
      Coaching/Management
      • Need to abort late in process?
      • Salesperson’s ability to gather information.