channel marketing group - thinking about today planning for tomorrow - sept 2015

Download Channel Marketing Group - Thinking About Today Planning for Tomorrow - Sept 2015

Post on 21-Jan-2018

214 views

Category:

Documents

0 download

Embed Size (px)

TRANSCRIPT

  1. 1. Copyright Channel Marketing Group, 20159/28/2015, page 1 Thinking About Today Planning for Tomorrow Ideas that Deliver Results
  2. 2. Copyright Channel Marketing Group, 20159/28/2015, page 2 The Market Questioning Ourselves Thinking About Tomorrow Becoming a Gazelle
  3. 3. Copyright Channel Marketing Group, 20159/28/2015, page 3
  4. 4. Copyright Channel Marketing Group, 20159/28/2015, page 4 1. Slow / Minimal Growth, Nationally Nationally +/- 2% New England Originally 4.3% Major Markets Experiencing Growth Correlation to Urban Areas, Contractor-Focused, LED Drivers Larger Companies Aggregating Business 2. Margins Eroding Need for Operational Excellence 3. Better Marketing By More Who owns the customer? Manufacturers Funding Less Need for Profitability Need for Their Marketing Redirecting Funds Coop Going Away Pay for plan and performance Distributors Need to Learn Budgeting for Marketing
  5. 5. Copyright Channel Marketing Group, 20159/28/2015, page 5 4. Different Sales Models Inside Sales Being Valued More 2 Tier Models Compensation Structure Reviews 5. eCommerce Investments Limited eMarketing Limited Adoption Price Consistency & Inventory Accuracy Issues Accelerating eConnectivity with Contractors Think Retail 6. Alternative Channels Anixter / Grainger / Fastenal / McMaster-Carr / e / ? Were Only One 7. Average Age Declining College Recruiting Technological Experience Old Habits Dying Hard
  6. 6. Copyright Channel Marketing Group, 20159/28/2015, page 6 DISC Report July 2015 Patchwork Economy Larger Contractors Prevail Re-Urbanization Uneven market growth Urban Areas Growing
  7. 7. Copyright Channel Marketing Group, 20159/28/2015, page 7
  8. 8. Copyright Channel Marketing Group, 20159/28/2015, page 8 Focus Revenue Long Term Objective Customer / Product-Orientation Goal Drives Direction, Strategy & Initiatives Consider Size for Sizes Sake? Need Market Share Size for Valuation? Allows for Diversification Size for Profitability? Operational Excellence & Focus
  9. 9. Copyright Channel Marketing Group, 20159/28/2015, page 9 Niches Profitable or Distractions Committed or Dabbling? Goals? Annual Expectations? Planning for Success or Enabling for Existence? Need P&Ls Plans
  10. 10. Copyright Channel Marketing Group, 20159/28/2015, page 10
  11. 11. Copyright Channel Marketing Group, 20159/28/2015, page 11 Rising Tides = Market Expectations Ride the Wave = Create Demand On Shore = Consider Adjacencies
  12. 12. Copyright Channel Marketing Group, 20159/28/2015, page 12 Smart Home Smart Office Smart Industrial LED Seller or Order Taker Turn-Key Solutions / Marketplace Knowledge Source Seek New Business Demand Creator New Revenue Models
  13. 13. Copyright Channel Marketing Group, 20159/28/2015, page 13 Differentiating oneself is important BUT Need to know what is important to the customer
  14. 14. Copyright Channel Marketing Group, 20159/28/2015, page 14
  15. 15. Copyright Channel Marketing Group, 20159/28/2015, page 15 Expectations Drive Service Customer Management Self People Respect What You Inspect Metric Management Sets Expectations
  16. 16. Copyright Channel Marketing Group, 20159/28/2015, page 16 Right Sales Force Integrative & Segmented Sales Approach Commission Aggressive Sales force Process Trumps Who Steers the Ship? Different Strategies To Different Customer Bases
  17. 17. Copyright Channel Marketing Group, 20159/28/2015, page 17 Salesperson May Only Be an Element of Tomorrows Selling Experience = Relationship Consider These Relationships:
  18. 18. Copyright Channel Marketing Group, 20159/28/2015, page 18 Is Todays Branch Centric Sales Model The Solution for Tomorrow? Consider Remote Outside Sales Offices Corporate Environment? Homes? Distributed Inside Sales? Multi-Supplier Complementary or Competitor!
  19. 19. Copyright Channel Marketing Group, 20159/28/2015, page 19 But Whoms? Who Owns the Customer? Who is the Customer? Follow the Money! Are We In The Decision- Making Channel? The owner The influencer The overseer The installer The doer
  20. 20. Copyright Channel Marketing Group, 20159/28/2015, page 20 If money wasnt a consideration What would you do?
  21. 21. Copyright Channel Marketing Group, 20159/28/2015, page 21
  22. 22. Copyright Channel Marketing Group, 20159/28/2015, page 22 Be THE Gazelle

Recommended

View more >