Customer Strategy and Marketing
Marketing and selling functions need to become increasingly seamlessly connected if companies are going to achieve the growth they require. In world class selling organizations, for instance, it is impossible to define where marketing ends and sales begin.
Further, companies need to integrate the marketing and selling function into the day-to-day operations of the organization and apply the same rigor to defining commercial processes and systems that they have long applied to manufacturing and other operational processes and systems.
Sales Focus International capability in taking products to market ensures you achieve the results in commercially realistic timelines. We can assist you through
Our ability to integrate sales and marketing seamlessly is second to none.
Marketing Strategies
A well planned and executed marketing strategy will drive up both revenue and profits. Companies need to structure those strategies carefully to target profitable new customer segments, create the desired brand image and strengthen the brand in existing markets. Sales Focus International focuses on brand management, including competitive positioning, and the impact that marketing mix and resource allocation have on sales and profits.
As products and services become more difficult to differentiate, branding that cultivates a strong, trusted image can assist build a larger, more loyal customer base. Sales Focus International’s approach to brand management, marketing mix and resource allocation has a significant impact on your top and bottom line and see companies excel in both new and existing markets.
Customer Segmentation
Profit potential varies dramatically across a company's customer base, and different customers can have radically different needs and behaviors. Recognizing that simple averages cannot accurately capture the specific preferences of either your own customers or the marketplace as a whole is a crucial step in developing a sound customer strategy. But getting customer segmentation right is as difficult as it is essential.
Effective customer segmentation that allows companies to allocate scarce resources where they'll deliver the highest returns is the focus of our approach. Through rigorous quantitative analysis we identify the potential profit areas and through a tiered approach extend that analysis to customer research to include combinations of real customer interaction - customer interviews, direct observation of purchasing and other behaviors, through to focus groups where necessary. We gain a full objective view and customer insight to platform your strategies and effectively implement them.
We assist clients keep their segmentation relevant by engaging their customers' assistance and on-going feedback to stimulate innovation, adapt to shifts in the marketplace, and anticipate changing needs.
Pricing Strategies
Few business levers have as much power to influence profitability as pricing does. It is reported that for a typical company, a 1 percent increase in price boosts profits two to three times as much as a 1 percent increase in sales revenue. We work with clients to improve both pricing strategy and their ability to manage pricing over the long term.
Sales Focus International conducts a rapid diagnostic analysis allowing companies to quickly identify the largest pricing opportunities and tailor an approach to go after them successfully. Our work has assisted our clients gain market share, enhance their product positioning, and grow their bottom line by up to 45 percent.
We approach pricing strategy by industry, market, product and transaction. We identify how customizing prices across markets and products can affect buying behavior and differentiate offerings. Working jointly with a client team, we define and implement improvements to the pricing process-everything from integrating it with product design to creating IT tools that measure its financial impact.
Channel Management
Channel management involves more than just getting products or services from company to customer. Like all elements of marketing and operations, it offers numerous chances to improve revenue and profitability. Effective channels serve targeted customer segments, maximize sales, minimize cost and provide companies a sustainable competitive advantage.
Very often, direct sales and retail sales present the two largest channel opportunities. Sales Focus International assists clients capitalize on them by connecting our deep expertise in improving sales-force effectiveness. For over two decades we have lead the way in channel management delivering unprecedented results to our clients.