Case Study #3 - Mfr
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This case study describes a consulting role to overhaul a manufacturer's sales department and cultivate sustainable distributor accounts. The consultant created new product lines, established a distributor network, secured favorable supplier deals, trained distributor reps, and launched software training. These actions resulted in a new sales territory accounting for 10% of sales in the first year, VAR product lines increasing total sales by 25%, and conversion of distributor accounts into sustainable in-house accounts managed by a fully staffed team.
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This candidate managed a product portfolio that delivered over $1 billion annually in a declining market, outpacing industry performance through an effective cross-functional product team. They shortened the new product delivery process from nearly 3 years to less than 9 months, enabling more revenue faster. They also established a product management organization for a startup company in Belgium, launching 4 new products that have generated over €10 billion in annual revenues over the past decade.
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Ray Gralewski has experience in purchasing, sales, marketing, customer service, and management across both the restaurant and manufacturing industries. He takes pride in his work and has a strong work ethic. Ray has skills in developing purchase orders, negotiating contracts, performing cost analysis, and establishing supplier relationships. Additionally, he has experience in customer service, sales and marketing activities like generating leads, providing quotations, and developing marketing strategies. Ray holds a Bachelor's degree in Business Management with an emphasis in Marketing and an Associate's degree in IT networking.
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Ray Gralewski has experience in purchasing, sales, marketing, customer service, and management across both the restaurant and manufacturing industries. He takes pride in his work and has a strong work ethic. Ray has skills in developing purchase orders, negotiating contracts, performing cost analysis, and establishing supplier relationships. Additionally, he has experience in customer service, sales and marketing activities like generating leads, providing quotations, and developing marketing strategies. Ray holds a Bachelor's degree in Business Management with an emphasis in Marketing and an Associate's degree in IT networking.
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Ray Gralewski has experience in various industries including restaurants, manufacturing, purchasing, sales, marketing, customer service and management. He takes pride in his work and has excellent work ethic. He likes to cross train himself to become a valuable employee and has a strong can-do attitude. He has experience negotiating contracts, finding cost savings, increasing sales and accounts, and implementing training programs.
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Chapter 10 : Creating Successful Long Term Growth
- The chapter discusses trends in modern marketing practices, organizing effective internal marketing, and building a socially responsible marketing department.
- Key trends include reengineering, outsourcing, benchmarking, supplier/customer partnering, merging, globalizing, flattening, focusing, accelerating, and empowering. Effective internal marketing requires all departments to identify and provide customer value.
- The marketing department must balance strategic goals with ethical and socially responsible practices to benefit customers, employees, and society.
Scott Gannon resume
Scott Evan Gannon has over 20 years of experience in business development, marketing, and sales. He has a proven track record of exceeding sales goals and production standards across multiple industries. Gannon is skilled in developing partnerships, expanding client bases, and consistently meeting and surpassing expectations. He possesses strong communication, presentation, and negotiation abilities combined with analytical and interpersonal skills.
Mary Alice Harrington - Impact Marketing
A marketing partnership was created between Reebok and Rockport Outlet Stores and two large national organizations whose member demographics matched the stores' target customers. Through the partnership, organization members received discounts when shopping at the outlet stores. This resulted in over $2 million in free advertising exposure and $15 million in increased sales over one year. Store managers reported that 85% of members who redeemed the discounts were new customers. The partnership drove new customers, increased sales, and created brand loyalty without requiring large marketing budgets or causing conflicts with other sales channels.
CV-LucyB
Lucia Battista is a bilingual sales executive with over 20 years of experience in product development, account management, apparel branding, and inventory management for Avery Dennison. She has a proven track record of consistently growing business and generating $14 million in sales through developing cost-effective solutions that meet customer needs. She is skilled at partnering across teams and a conscientious team player.
NANCY ALBERTS ROTTKAMP Resume052015
Nancy Alberts has over 25 years of experience in marketing, project management, graphic design, and sales. She has a proven track record of exceeding sales goals, improving customer retention rates, and optimizing marketing strategies. Her core competencies include experience managing teams, increasing annual sales, and leading marketing efforts for major initiatives.
pankaj kumar new resume
Pankaj Kumar is seeking career opportunities in sales and marketing with 5 years of experience in those fields. He has a proven track record of success in business development, achieving sales targets, relationship building, and driving revenue. Currently he works as a Territory Sales Officer for Hindustan Unilever Ltd. where he is responsible for business growth and achieving assigned sales tasks through developing strategies and managing distribution networks. His past roles include Sales Executive positions with Grohe India Pvt. Ltd., Jubilant Industries Ltd., and Cadila Pharmaceuticals where he was also responsible for business development, sales targets, and distribution management.
Sales Enablement and Marketing Automation for Financial Services
Sales Enablement and Marketing Automation for Financial ServicesMindmatrix Partner Relationship Manager
The challenges of the financial industry are limitless. Being in this volatile industry you’ve got to ensure that your sales and marketing reps are always on their toes. An integrated sales and marketing platform for your marketing-sales activities, means that you have access to extensive data about your prospects and clients in real time.
Using this data you can reach out to more prospects and engage them in effective one-to-one communication. With brand compliance integral to the system, you and your channels can create, customize or share your marketing and sales assets without any fear of brand distortion.Bmgt 411 week_10
The document discusses chapters 15 and 10 from two textbooks. Chapter 15 covers integrated marketing communications and the communication mix, including advertising, sales promotion, public relations, direct marketing and more. It outlines the major steps in developing an effective communications program, including identifying the target audience, setting objectives, designing the communications, selecting channels, and establishing a budget. Chapter 10 discusses planning marketing metrics to measure objectives, including samples of metrics to track marketing, financial, societal and behavioral goals. It also covers using forecasts, budgets, and different budgeting methods.
Sales_Marketing_-_Riordan_9.docxSales & MarketingHome .docx
Sales_Marketing_-_Riordan_9.docx
Sales & Marketing
Home | Marketing Information System | Sales Plan - 2006 | Customer List | Sales Chart - 2005 |
Product Catalog |
The firm is attempting to consolidate customer information to deliver better value to the customer. The firm has historical records in many disparate databases, as well as in paper files and microfiche. Below is a listing of information the firm has available to consolidate into a CRM system.
Historical Sales
Riordan has a system to track historical sales. In the past, most sales data was recorded using paper and pencil. In the last few years, the firm has managed the information electronically. Information available includes the following:
· Dates including order, delivery, and payment dates by order.
· Unit and dollar volume of each product including plastic bottles, fans, heart valves, medical stents, and custom plastic parts rolled up to be examined by product group and customer.
· Sales by customer to include price paid, cost, margin, and discount given.
Files of Past Marketing Research, Marketing Plans, and Design Awards
The marketing organization wants to build on past knowledge. As a result, past marketing plans and results from past market research studies are stored in a file cabinet in the marketing department. The firm has a showcase in the lobby to display the various design awards earned. The firm is assessing the possibility of hiring a part-time college student to scan the documents electronically.
Sales Database
The company has 15 – 20 major customers, including a government contract for fans. The firm has 12 minor customers. Each member of the sales force maintains his/her own set of customer records using a variety of tools. Some sales team members use paper and pencil, others sales management software such as Act, and others a hybrid. In order to better understand and anticipate customer needs, the firm is evaluating a new integrated customer management system to accompany the new team selling approach that will be soon rolled out.
Production Records
The production plan maintains records of the number of units produced of each item by shift, which can be rolled up to the product group and year.
Profit and Loss Statements by Item and Group
The marketing department, with the support of the finance and production departments, maintains profit and loss statements, by item and by group.
Marketing Budget
The firm has historical and current annual budget allocations for marketing communications and marketing research.
Marketing Communications activities include:
· Sales force promotions
· Price / volume discounts to key accounts
· Public relations
· Brand development
· Tradeshows, events, and sponsorships
· Customer user group underwriting
· Literature and other collateral material
Marketing Research expenditures include:
· Market size / opportunity studies
· Customer focus groups
· Brand development research
Marketing Budget Anticipated Results
.
Similar to Case Study #3 - Mfr (20)
Channel Partner Lead Pipeline Building and Lead Management Program
Channel Partner Lead Pipeline Building and Lead Management Program
Sales Enablement and Marketing Automation for Financial Services
Sales Enablement and Marketing Automation for Financial Services
Sales_Marketing_-_Riordan_9.docxSales & MarketingHome .docx
Sales_Marketing_-_Riordan_9.docxSales & MarketingHome .docx
Case Study #3 - Mfr
- 1. Case Study #3 ! Manufacturer with national reach in need of overhauled sales department and cultivation of sustainable distributor accounts Industry: Manufacturing ! Goal: Sustained in-house accounts derived from revamped sales and marketing department Role: Consulting Sales Manager ! Action: • New product research, development and marketing • Cultivated and worked with distributer network, including resellers and service bureaus, to establish reputation, brand, product and service popularity for software, care label, hangtag and pressure sensitive label printing requirement. • Creation of new sales territory from the ground up • Launched new VAR product lines • Secured favorable pricing and delivery with suppliers • Created and executed distributor rep training program ensuring products and services were marketed successfully. • Conducted software training sessions on BarTender software packages Results: • New sales territory accounting for 10% of total company sales in first year • New VAR product lines increased total company sales by 25% • Conversion of developed book of business into in-house distributor accounts • Successful consultant exit leaving a fully staffed and successfully executing team • Built a distributor base and maintained book of in-house accounts. Developed team to manage the accounts.