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Streamlining Sales Strategy
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LJU is a Engineering Management Consultant, Strategic Planning Consultant, Operations Management Consultant, Automotive Manufacturing Specialist with world-class expertise in strategic planning and operations management, industrial management, statistics and operations research, automotive technology, and quality and business development.
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- E-mail lju@rapid-response-consulting.com
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Abstract: ABC Inc needed help focusing their sales activity and identifying key opportunities within an automotive OEM. This consultant developed the methodology and gathered data to streamline their sales activities contact process.
Methodology:
Review current practices:
- Each ABC account manager was interviewed to identify their contact strategy and to understand how they determined the need for their product within the OEM.
Review ABC Product Line:
- The ABC product line was analyzed to verify fit within the various organizations of the OEM.
Identify opportunities:
- A SWOT (Strengths, Weakness, Opportunities, and Threats) analysis was performed on the OEM to identify new opportunities Vs old business for the ABC product line.
Align product line with new opportunities:
- This consultant aligned the ABC product line with the opportunities and strengths identified in the SWOT analysis.
- This consultant developed countermeasures to address the threats and weaknesses identified in the SWOT analysis.
Other Recommendations:
- Develop product line experts to assist the account manager. This can reduce customer anxiety and learning curve requirements of ABC products.
- Bundle ABC products to offer complete engineering tool solutions instead of piecemeal product distribution.
- Improve new product introduction timing to keep competitors off balance.
- Revise current update policy to make the purchase of new product more viable.
Other aspects of the project are covered with non disclosure agreements and cannot be discussed.
Read other articles by this KKAI Associate:
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Kevin Kennedy & Associates, Inc.
Rapid Response Engineering® Solutions
3905 Vincennes Road, Suite 320
Indianapolis, Indiana 46268
(317) 536-7000 voice
(317) 536-7220 fax