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© 2014 Blue Canyon Partners, Inc.
Overcoming Your Growth Challenge
© 2014 Blue Canyon Partners, Inc.
Market Challenges
Ecommerce
Advanced Technologies
© 2014 Blue Canyon Partners, Inc.
Today’s Discussion
Changes in
Markets
Case Studies
Customer Needs
Growth Challenge Check...
© 2014 Blue Canyon Partners, Inc.
Tide went out
and left a
new beach
 Shrinking
opportunities
 Retrenchment
 Risk avoid...
© 2014 Blue Canyon Partners, Inc.
Slow growth…
“New Norm”
Get under
the hood and
tune up the
engine
...Today
“Recovery”
20...
© 2014 Blue Canyon Partners, Inc.
Growth Segments
 Commercial vs. industrial vs.
institutional vs. residential
 New cons...
© 2014 Blue Canyon Partners, Inc.
 Decreased headcount
 Sales teams focused on
what they did best
 Shift to large proje...
© 2014 Blue Canyon Partners, Inc.
Security Solutions
 New construction dried up
 Repair, replacement, remodeling
was the...
© 2014 Blue Canyon Partners, Inc.
2. What Are Your Customers’ Needs?
• Focused on your products/services
• Minimal distrac...
© 2014 Blue Canyon Partners, Inc.
Dealers
 From selling hardware
to servicing advanced
technology
 Shortage of
technical...
© 2014 Blue Canyon Partners, Inc.
Challenges
Efficient
Service Drives
Profits
Call Backs
Drain
Profits
New Entrants
Custom...
© 2014 Blue Canyon Partners, Inc.
Challenges
Efficient
Service Drives
Profits
Call Backs
Drain
Profits
New Entrants
Custom...
© 2014 Blue Canyon Partners, Inc.
Theme Red Flag Green Light Recommendation
Segmentation
Is your company unintentionally
f...
© 2014 Blue Canyon Partners, Inc.
Atlee Valentine Pope, President and CEO
Atlee Valentine Pope
Current Responsibilities
At...
© 2014 Blue Canyon Partners, Inc.
Overcoming Your Growth Challenge
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Overcoming Your Growth Challenges

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Atlee Valentine Pope, President and CEO of Blue Canyon Partners, addressed an audience of nearly 200 wholesalers at a national wholesaler conference this month. Atlee’s presentation challenged wholesalers to look at their market today and asked two key questions: has the market changed, and what are your customer needs?

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Overcoming Your Growth Challenges

  1. 1. © 2014 Blue Canyon Partners, Inc. Overcoming Your Growth Challenge
  2. 2. © 2014 Blue Canyon Partners, Inc. Market Challenges Ecommerce Advanced Technologies
  3. 3. © 2014 Blue Canyon Partners, Inc. Today’s Discussion Changes in Markets Case Studies Customer Needs Growth Challenge Checklist
  4. 4. © 2014 Blue Canyon Partners, Inc. Tide went out and left a new beach  Shrinking opportunities  Retrenchment  Risk avoidance  Profitability  Cash is king Yesterday… 2008 2009 2010 2011 2012 The Great Recession Previously “all boats rose with the tide”
  5. 5. © 2014 Blue Canyon Partners, Inc. Slow growth… “New Norm” Get under the hood and tune up the engine ...Today “Recovery” 2013 2014 and beyond… Rebound – but not to pre-downturn levels
  6. 6. © 2014 Blue Canyon Partners, Inc. Growth Segments  Commercial vs. industrial vs. institutional vs. residential  New construction vs. aftermarket  Top cities vs. second cities  East vs. South vs. West vs. Midwest Consolidation  Suppliers  Channel partners  End customers 1. Has the Market Changed? ContractorSuppliers Wholesaler End Customer Converging Roles  Packagers to system integrators  Component suppliers to equipment suppliers  Distributors to value-added resellers New Entrants  Low-cost Asian suppliers  Big Box retailers  eCommerce channel players
  7. 7. © 2014 Blue Canyon Partners, Inc.  Decreased headcount  Sales teams focused on what they did best  Shift to large projects; abandoned small-medium projects Case Study: Shifting Growth Segments “When you elephant hunt, you risk leaving behind the segments that today offer broad-based sustainable growth.” Electrical Distribution Outcome:  Decrease in 2.4 share points
  8. 8. © 2014 Blue Canyon Partners, Inc. Security Solutions  New construction dried up  Repair, replacement, remodeling was the only game in town  Attracted new construction players into the aftermarket  Little territory integrity  eCommerce entrants Case Study: Converging Roles & New Entrants “It’s a hot mess, and you can’t put the genie back in the bottle.” Outcome:  Competitive intensity fueled price pressures…
  9. 9. © 2014 Blue Canyon Partners, Inc. 2. What Are Your Customers’ Needs? • Focused on your products/services • Minimal distraction from other suppliers Share of Wallet • Requires wholesaler’s value-added support • Order processing, credit, logistics Capabilities • Operates in a growth market • Sells to non-price sensitive end customers Segment • Strong, viable, well-positioned • Succession management and plans Sustainability • Embraces strategic supplier relationships • Willing to invest in Better or Best offer Loyalty
  10. 10. © 2014 Blue Canyon Partners, Inc. Dealers  From selling hardware to servicing advanced technology  Shortage of technical talent  Succession management  Lack of financial acumen Farmers  Maximize yield output  Precision planting and routing  Optimize equipment run time  Assess: ▫ Weather simulations ▫ Soil analysis ▫ Seed sensors ▫ Chemical applications Case Study: End Customer Needs Agriculture Equipment
  11. 11. © 2014 Blue Canyon Partners, Inc. Challenges Efficient Service Drives Profits Call Backs Drain Profits New Entrants Customer Experience Recruiting, Training & Succession “Finding, recruiting, and training skilled guys is the name of the game, keeping these folks involves a good, balanced incentives program. The business is all about people and who will eventually take my place. “If I can get each of my trucks to complete just one more call per day that can be a huge profit to my bottom line. Scheduling the service calls so there is less time on the road & more sites to cover matters.” “Call backs are a killer. When we have to go back to the site because the installation was faulty or the replacement part was incorrect, this is a true waste.” “For independent C-stores, buying groups are starting to emerge a regional basis, serving local stores. They are getting into many products, from refrigeration to prepared foods. They provide training to these store owners principally to improve profitability and efficiency for store owners.” “The temperature in the restaurant can go up ten or more degrees in an hour on a hot day when they get a packed house at dinner time and cooking is going full blast. The restaurant wants to avoid negative customer experiences and this is when we get calls for help.” Source: External Interviews, Blue Canyon Analysis Messages from HVAC Contractors
  12. 12. © 2014 Blue Canyon Partners, Inc. Challenges Efficient Service Drives Profits Call Backs Drain Profits New Entrants Customer Experience Recruiting, Training & Succession “Finding, recruiting, and training skilled guys is the name of the game, keeping these folks involves a good, balanced incentives program. The business is all about people and who will eventually take my place. “If I can get each of my trucks to complete just one more call per day that can be a huge profit to my bottom line. Scheduling the service calls so there is less time on the road & more sites to cover matters.” “Call backs are a killer. When we have to go back to the site because the installation was faulty or the replacement part was incorrect, this is a true waste.” “For independent C-stores, buying groups are starting to emerge a regional basis, serving local stores. They are getting into many products, from refrigeration to prepared foods. They provide training to these store owners principally to improve profitability and efficiency for store owners.” “The temperature in the restaurant can go up ten or more degrees in an hour on a hot day when they get a packed house at dinner time and cooking is going full blast. The restaurant wants to avoid negative customer experiences and this is when we get calls for help.” Source: External Interviews, Blue Canyon Analysis Messages from HVAC Contractors
  13. 13. © 2014 Blue Canyon Partners, Inc. Theme Red Flag Green Light Recommendation Segmentation Is your company unintentionally focused on end customers who today operate in stagnant or declining markets? Can your sales growth be attributed to specific customer groups that help you win your fair share? Segment based on meaningful factors to help you identify today’s growth segments. Converging Roles Are suppliers/competitors moving into unconventional roles that diminish the value you bring to customers? Do you utilize technology and innovative approaches to help you and your business partners solve your customers’ challenges? Stay abreast of changes and keep your customers’ problems in your sights. New Entrants Are powerful new players entering your space, offering lower prices and gaining customers’ attention? Are new players helping you add customer value at a lower cost to serve? Promote your services, nurture your customer relationships, be attentive. Customer Needs Are you facing price pressures because your products and services are believed to be the same? Are products faster and easier to install? Do they provide better availability from companies that are easy-to-do-business-with? Partner with your suppliers to conduct research and develop customer insights. Growth Challenge Checklist
  14. 14. © 2014 Blue Canyon Partners, Inc. Atlee Valentine Pope, President and CEO Atlee Valentine Pope Current Responsibilities Atlee Valentine Pope is president and chief executive officer of Blue Canyon Partners, Inc., and the co- author of the growth strategy book CoDestiny: Overcome Your Growth Challenges By Helping Your Customers Overcome Theirs. In addition to overseeing Blue Canyon’s operations, Atlee works directly with a number of clients to produce market-driven answers and actions plans that foster profitable growth. More recently, Atlee’s work has included helping clients in areas such as channel management, strategy implementation, pricing strategies and adjacencies. PRESIDENT AND CEO T (847) 967-0288 E avp@bluecanyonpartners.com Experience Atlee’s work has covered numerous business-to-business issues across myriad industries. A representative sample of Atlee’s deep experience includes:  Identifying global growth opportunities for multiple U.S. manufacturers  Advising clients on how to solve pressing growth problems in their toughest, most competitive markets  Bringing new business models to clients uncertain about how to use data analytics to create value for their customers  Helping clients understand how to motivate their customers to focus on value rather than price Before building Blue Canyon, Atlee served in leadership roles in several start-up ventures and was a vice president in global corporate finance with First Chicago. Education and Affiliations Atlee earned a BA from the University of the South in Sewanee, Tennessee, and an MBA from Northwestern University’s Kellogg Graduate School of Management. Thought Leadership In addition to CoDestiny, Atlee has co-authored more than 40 papers and has been a guest speaker and lecturer at numerous business events and university courses on topics ranging from market-driven strategy, best-in-class strategy implementation practices, business-to-business growth, and many more.
  15. 15. © 2014 Blue Canyon Partners, Inc. Overcoming Your Growth Challenge

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