The keynote address at the 2011 TEANA conference, this presentation details the forward expectations of manufacturers and distributors, as well as the operating and commercial activities those in the transportation industry will need to master to remain competitive in a highly fragmented market space.
* In an increasingly copy-cat economy, the new basis of competition is business model innovation.
* Unfortunately, the work of business model innovation is too often left undone, at great cost to the organization's longer term growth opportunities and its profitability. This gap is the outcome of marketing's role increasingly being defined around demand generation and brand communications in increasingly fragmented channels, roles that have required many new marketing subspecialties.
* The CMO is ideally suited to facilitate business model strategy decisions, decisions that must be made by the leadership team as a whole.
* Deploying the CMO to facilitate business model innovation will align brand and business strategy, benefiting the success of both.
Sales best practice study 2010 customized for sfdc atl user group briefingSalesXecution
A briefing given to the Atlanta Salesforce.com User group meeting July 28th 2010 - on Miller Heiman's 2010 Sales Performance Study - How to be successful in any economy.
Walmart is embarking on an ambitious U.S. store remodel
program as part of its three-year strategic plan, dubbed“Project Impact”
Jim Marsh, timbarsales@aol.com,
336-210-3269
* In an increasingly copy-cat economy, the new basis of competition is business model innovation.
* Unfortunately, the work of business model innovation is too often left undone, at great cost to the organization's longer term growth opportunities and its profitability. This gap is the outcome of marketing's role increasingly being defined around demand generation and brand communications in increasingly fragmented channels, roles that have required many new marketing subspecialties.
* The CMO is ideally suited to facilitate business model strategy decisions, decisions that must be made by the leadership team as a whole.
* Deploying the CMO to facilitate business model innovation will align brand and business strategy, benefiting the success of both.
Sales best practice study 2010 customized for sfdc atl user group briefingSalesXecution
A briefing given to the Atlanta Salesforce.com User group meeting July 28th 2010 - on Miller Heiman's 2010 Sales Performance Study - How to be successful in any economy.
Walmart is embarking on an ambitious U.S. store remodel
program as part of its three-year strategic plan, dubbed“Project Impact”
Jim Marsh, timbarsales@aol.com,
336-210-3269
This is a primer for entrepreneurs on the art of maximizing value in the sale of a business. Rule #1: Run your business as though it will be sold tomorrow. That way, you will always be in the best possible position to take advantage of rapidly changing market circumstances, including extracting the best deal from unsolicited offers to sell.
"A strong market orientation does not occurs by mere proclamation. To attain a strong orientation, a business needs to adopt a market-based management philosophy. This means implementing a process for tracking market performance and restructuring an organization around market rather than products or factories and creating employee culture that is responsive to customers and changing market condition." -Robert J. Best
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Retail Store Management PowerPoint Presentation SlidesSlideTeam
Select our content ready Retail Store Management Powerpoint Presentation Slides to create an effective retail merchandising system. The Merchandise management PowerPoint complete deck contains various professional-looking slides such as types of retail format, key drivers of retail growth, key statistics, building & sustaining relationships, global environmental & market trends, retail trends shaping in future, role of information technology in retail, types of retail applications, understanding customers, future trends in multichannel retailing, target audience classification, sales by product category, pricing strategies, stages of product distribution, global market segmentation strategy, location analysis strategy, division of retail activities, retail store organizational structure, information system & supply chain management, operations promotion, marketing communication, sales promotional mix elements, customer loyalty programme options, integrated etc. Furthermore, you can also use the retail marketing presentation deck to showcase ways to manage retail pricing, retail pricing strategy, inventory management control, retail management challenges, inventory management framework, inventory control sheet, retail management challenge, etc. Download retail business management PPT visuals to enhance the knowledge of your audience. Go further and faster with our Retail Store Management Powerpoint Presentation Slides. They help extend your advantage.
Workshop on Business Planning, presented by professor Robert Warren (University of Manitoba) at the Idea to Product Competition Latin America at FGV.
Workshop de planos de negócios apresentado pelo professor Robert Warren (Universidade de Manitoba), durante a competição de inovação Idea to Product Latin America na Fundação Getulio Vargas.
This is a primer for entrepreneurs on the art of maximizing value in the sale of a business. Rule #1: Run your business as though it will be sold tomorrow. That way, you will always be in the best possible position to take advantage of rapidly changing market circumstances, including extracting the best deal from unsolicited offers to sell.
"A strong market orientation does not occurs by mere proclamation. To attain a strong orientation, a business needs to adopt a market-based management philosophy. This means implementing a process for tracking market performance and restructuring an organization around market rather than products or factories and creating employee culture that is responsive to customers and changing market condition." -Robert J. Best
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
Retail Store Management PowerPoint Presentation SlidesSlideTeam
Select our content ready Retail Store Management Powerpoint Presentation Slides to create an effective retail merchandising system. The Merchandise management PowerPoint complete deck contains various professional-looking slides such as types of retail format, key drivers of retail growth, key statistics, building & sustaining relationships, global environmental & market trends, retail trends shaping in future, role of information technology in retail, types of retail applications, understanding customers, future trends in multichannel retailing, target audience classification, sales by product category, pricing strategies, stages of product distribution, global market segmentation strategy, location analysis strategy, division of retail activities, retail store organizational structure, information system & supply chain management, operations promotion, marketing communication, sales promotional mix elements, customer loyalty programme options, integrated etc. Furthermore, you can also use the retail marketing presentation deck to showcase ways to manage retail pricing, retail pricing strategy, inventory management control, retail management challenges, inventory management framework, inventory control sheet, retail management challenge, etc. Download retail business management PPT visuals to enhance the knowledge of your audience. Go further and faster with our Retail Store Management Powerpoint Presentation Slides. They help extend your advantage.
Workshop on Business Planning, presented by professor Robert Warren (University of Manitoba) at the Idea to Product Competition Latin America at FGV.
Workshop de planos de negócios apresentado pelo professor Robert Warren (Universidade de Manitoba), durante a competição de inovação Idea to Product Latin America na Fundação Getulio Vargas.
The ten elements of a strong business modelGnowit Inc
Here are the ten basic elements of a strong business model. It is important for startups to understand the fundamentals of creating a sustainable business
What does success look like in your industry how do you get topLeul Girma
What does success look like in YOUR industry? How do you get top?
Success is one of the most controversial issues today
Also the concept of industry has become more complex than ever before. Some companies still find it difficult to identify which industry they are in, No matter if you are in one or several industries, you will enjoy this topic.
This video will bring you the most useful tools to analyze your business internal and external environment , then guide you to moving ahead dramatically .After watching this video you will able to know how to lead your business significantly moving forward.
We will discuss deeply how to identify your success factors, in this session will get clear understanding
about industry nature and characteristics very well. Because when you know about the particular city’s road traffic, drivers behavior ,exceptional rule and regulations you will drive greatly. It is very similar with business world
based on industry and company facts we will evaluate your business current position , if is that great you will maintain to being more strong. other ways it motivate you to do something significant action in your business, that could be a milestone to moving ahead dramatically.
Sales is all about listening to people and prescribing a solution. In every job you'll come across sales moments, whether you're selling yourself in a job interview or selling products to customers - it's an essential skill in all career paths. This course is available now so you can start your sales career and your sales potential in just a few minutes - if you're already working in sales, or looking for a lucrative and enjoyable future career, this class is a valuable skill that you definitely need to master.
Juan Sebastian Garcia is been teaching Sales skills to different companies and sales teams for over 20 years. He's taught all over the world, as well as online, and has an entertaining and practical teaching style. This course covers everything you need to know about Sales Fundamentals: from preparing and planning, relationship building, objection handling techniques, and closing the deal at a brilliant price. This training is the first step to start developing your sales skills as a sales professional.
Sales Fundamentals overview includes:
What is Sales?
What is Marketing?
Planning your sales skills
Building a rapport and relationship
Handling objections
Understand how to organizing your sales
Simple tricks to start calling customers
Time Management in Sales
Also if you want to learn advanced selling techniques. Check out our Target Account Selling Class : https://www.udemy.com/course/target-account-selling/
Getting your Why factor right is crucial to sales successSalesRehab Pty Ltd
Simon Sinek puts it well... Most people sell like this.. they tell you what they do, how they do it and never get to Why.... Those that sell with Why first as the great successes...
National Sales Convention, Kuala LumpurEkta Grover
Understanding your firm’s data horsepower and runway you have - is easy . You follow the data various functions in your organization generate, and answer three primary questions
If , how & when will you be profitable by following a simple Mutually exclusive, collectively exhaustive framework - and make what I call your “personal dent in the universe” .
presented by Rob Bentley and Paul Reiman of Hewitt Associates at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Industry 4.0: Technology Insights for Channel Program OptimizationSeth Jacobsen
The concept of Industry 4.0 – also known as the fourth industrial revolution – is mostly rooted in data, analytics, autonomous learning, and the Internet of Things. The impact of smart technology, however, is not limited to the supply chain and manufacturing operations. Opportunities to innovate exist in the sales and distribution channel as well. Of course, the ultimate goal is to reduce costs, increase productivity and market share, and drive revenue growth.
Strategy Development
Week 3
Objectives Week 3Develop strategic objectives.
Create organizational objectives and goals.
Articulate value proposition, key activities, resources, and channels to market.
Quote……
“Successful business strategy is about actively shaping the game you play, not just playing the game you find.”
Adam M. Brandenburger and Barry J. Nalebuff
Quote……
“The essence of strategy lies in creating tomorrow’s competitive advantage faster than competitors mimic the ones you posses today”
Gary Hamel and C.K. Prahalad
Quote……
“Competitive strategy is about being different. It means deliberately choosing to perform activities differently or to perform different activities than rivals to deliver a unique mix of value”.
—Michael E. Porter
Quote……
“Winners in business play rough and don’t apologize for it. The nicest part of playing hardball is watching your competitors squirm”
—George Stalk, Jr., and Rob Lachenauer”
Long-Term ObjectivesStrategic managers recognize that short-run profit maximization is rarely the best approach to achieving sustained corporate growth and profitability.Strategic decision makers confronts:
Should they eat the seeds to improve the near-term profit picture and make large dividend payments through cost-saving measures such as laying off workers during periods of slack demand, selling off inventories, or cutting back on research and development?
Or should they sow the seeds in the effort to reap long-term rewards by reinvesting profits in growth opportunities, committing resources to employee training, or increasing advertising expenditures?
Long-Term ObjectivesTo achieve long-term prosperity, strategic planners commonly establish long-term objectives in seven areas: Profitability Competitive PositionEmployee RelationsTechnological Leadership Productivity – In-OutEmployee DevelopmentPublic Responsibility
Qualities of Long-Term ObjectivesWhat distinguishes a good objective from a bad one? What qualities of an objective improve its chances of being attained?There are five criteria that should be used in preparing long-term objectives:
Flexible
Measurable
Motivating
Suitable
Understandable
The Balanced ScorecardThe balanced scorecard is a set of measures that are directly linked to the company’s strategy
Developed by Robert S. Kaplan and David P. Norton, it directs a company to link its own long-term strategy with tangible goals and actions.
The scorecard allows managers to evaluate the company from four perspectives:
financial performance
customer knowledge
internal business processes
learning and growth
The Balance Scorecard
The Balance Scorecard
The Balance ScorecardPerspectiveObjectiveKPIGoal for 2014FinanceBecome industry Cost Leader% Reduction in Cost per Unit20%Utilization of AssetsUtilization Rate7%Increase Market ShareMarket Share30%CustomerCustomer Retention% Retention 75%On Time Delivery% of On Time Delivery90%Zero Defects% of Good Quality.
Similar to Growing Your Business In A Hyper Competitive Market (20)
8. Know Your Prospective Customer well Growing Your Business In A Hyper-Competitive Market
9. We Did Our Homework on TEANA 83 member companies Represents elite expediting firms Select invitation and vetting 3 units – 350 Small revenue to VERY large
10. I Bet You Know This Some things help Revenue up 28% YOY Revenue/mile up 15% Historically strong load demand Net fleet size down 14% since 2007 CSA driving out some competitors Others don’t Fuel continues to be a headache Higher fixed investment needed for efficiency As many as 400,000 fewer drivers by 2012 Changing DOT rules FMCSA compliance
22. What Does This Mean To You? You’ve positioned in a segment which will pay better rates for better service Volume expectations are flat to up 10% Your customers aren’t worried about your industry You’ve got to tell your story
23. How Does Your Business Compete? Growing Your Business In A Hyper-Competitive Market
24. The 45 Second MBA in Marketing Three ways your company can compete1 Best total cost = Operational Leadership Best product = Product Leadership Best total solution= Customer Intimacy World class organizations choose one to drive their business Which model describes your company? 1. Treacy and Weirsema: The Discipline of Market Leaders. 1997, Perseus.
25. Marketing Vs. Sales The ACCH Model Mathematical approach to business development Methodical system to increase sales Lets you differentiate between relationship building and sales results Now focus on the sale!
26. { Customer Value Driving Force For Customer To Buy Customer Benefits Zone of Possible Agreement Price Driving Force For Supplier To Sell Supplier Profit Cost Source: Frank Cespedes, Harvard University. November 2008, YPO MI West Maximizing Pricing and Value
27. Success and Failure Success: Solution Marketing Solution Program and Resources Opportunities Transaction Marketing Transaction Program and Resources Opportunities Failure: Solution Marketing Solution Program and Resources Opportunities Transaction Marketing Transaction Program and Resources Opportunities Source: Frank Cespedes, Harvard University. November 2008, YPO MI West
28. Total Customer Benefits: How Is Value Delivered? Roles of Product, Sales, Services, Other? (example) Acquisition Costs + Usage Costs = Total Customer Cost Possession Costs + 7. Interest cost 8. Storage cost 9. Quality control 10. Taxes and insurance 11. Shrinkage and obsolescence 12. General internal handling costs 1. Price 2. Paperwork cost 3. Shopping time 4. Expediting cost 5. Cost of mistakes in order 6. Pre-purchase product evaluation costs 13. Field defects 14. Training cost 15. User labor cost 16. Product longevity 17. Replacement costs 18. Disposal costs Source: Frank Cespedes, Harvard University. November 2008, YPO MI West
29. Total Customer Benefits: How Is Value Delivered? Roles of Product, Sales, Services, Other? (example) Acquisition Costs + Usage Costs = Total Customer Cost Possession Costs + 7. Interest cost 8. Storage cost 9. Quality control 10. Taxes and insurance 11. Shrinkage and obsolescence 12. General internal handling costs 1. Price 2. Paperwork cost 3. Shopping time 4. Expediting cost 5. Cost of mistakes in order 6. Pre-purchase product evaluation costs 13. Field defects 14. Training cost 15. User labor cost 16. Product longevity 17. Replacement costs 18. Disposal costs Source: Frank Cespedes, Harvard University. November 2008, YPO MI West
31. Pick How You Lead Expediters enjoy a luxury most carriers do not: the customer’s sense of urgency. The value derived from the last minute save, recovery, or ease of use allows the expediter to claim each of the three options for market leadership. Where the balance of freight companies are forced to compete on the basis of price (Operational Leadership) you have the option to choose your own path. Does your team agree with your understanding of the firm’s position? “House Carrier #1” Freight carrier of choice for hundreds of manufacturers Embraced low prices, beating the market in sales How they did it Tied all activities back to total useful time on road Automated maintenance plans to reduce unplanned downtime GPS update of unit locations to reduce unplanned delays Linked electronic logbooks, safety, and HR to identify and eliminate bad drivers
32. Listen to Your Customers Answer this: how different is your coverage map than anyone else’s? Beyond that, how much does your customer care about your coverage map? Understanding the specific companywide, departmental, and individual needs of your customer/prospect can help you sell more, for more money. Does your firm complete regular, methodical market intelligence gathering? If so, does it drive your service offering? The Sanair story $9 million niche provider to aerospace The go-to for Honeywell suppliers How they did it Listened to needs of buy deck Kept reasonable prices Constantly found sources for parts customers don’t need Strong customer connection through consistent outbound calls Ownership “rounds” with key customers
33. Completely Ignore Your Customers Sometimes your current customers don’t know what they’re going to need. Other times, your current customers needs don’t correlate with the broader market space. In either case, the competitive company develops an alternative model that supports the “other” market opportunities. Caution: failure to differentiate between the two can lead to failure in both! The Rapid Response story Roughly $0 revenue in 2003 $26 million 2004 How they did it Logistics, technology assisted Ignored “current” ask for lower prices Focused on future need: guaranteed availability High price, customer intimacy model People-centric approach Increased profit for carriers
34. Un – Sell! Becoming comfortable with the Un – Sell can seem a bit daunting. Why would you want to waste your time - or your sales team’s time – by specifically not asking for the order? The problem we all face is that decision makers and gatekeepers have been conditioned to ignore the sales pitch. At the same time, people want to be heard. We want to matter. And we want to connect with a compelling story. The “Customer X” story $11mm expediter Consignee control was destroying revenue stream How they did it Utilized focus group Un – Sell Invited 6 target prospects to participate 15 minute pitch, 3 hour dinner Involved prospect’s senior leadership in development of market position and message Responded with new prospect-defined sales model 100% invitation to pitch
35. Managing Your Sales Team Growing Your Business In A Hyper-Competitive Market
36. A Tale of Two Sales Guys Charlie, the Finder Sets aggressive goals Communicates progress Asks for field support Works with ops to improve Consistently beats expectations Bob, the Minder Accepts your targets A black hole Hides “His” customers Lets ops figure it out Consistently tells you why he missed expectations
37. Who’s Vacation Will You Fund? Put Bob into work-out! 90 day program of measured activity Successful adherence to plan will generate significant new volume Measures are irrefutable Outcome speaks for itself
38. Your Methodical Approach Focus on behaviors and activities first Monitor and measure output Tie outcomes to outputs Every able bodied salesperson will succeed!
42. The Big Finish! Growing Your Business In A Hyper-Competitive Market
43. In Summary Determine your market leadership position Listen to your customers’ needs Listen to the marketplace for new direction Un-sell your way into new opportunities Manage your sales force Let us know your story!
45. Contact Charlie Frederick For More Information:Charlie.Frederick@SimplicityPartners.com616.890.5676 (M)616.635.2920 (O) Growing Your Business In A Hyper-Competitive Market