21st Cntury.ppt

21st Century Professional Manufacturers Representatives Customer Focused Sales and Marketing CPMR 201 Session Objectives Revisit the major trends reshaping the competitive environment. Explore the difference between being truly customer driven and being sales driven. Share a profile of a Professional Manufacturers Representative firm. Provide an approach to segmenting your customer base that allows you to focus your most valuable resource on high payoff activities. Apply lean thinking principles to “managing” (how you spend your time on) your core customers. Desired Outcomes We can declare victory if YOU … Have a better understanding of the “big picture” trends that are transforming the world of business. Complete the Professional Manufacturers Representative Profile for your firm. Take a hard look at how you invest your time and how you segment your customer base. Get a couple of ideas you can take home and implement. Leave challenged … and energized to take your game to the next level. What’s Turning the World Upside Down The Wal-Mart Juggernaut Largest company in the history of the world Larger than Home Depot, Kroger, Target, Costco, Sears, and Kmart combined 1.6 million associates worldwide 3811 stores in the USA Largest retailer in USA, Mexico, Canada; second largest in Britain 7.2 billion visitors per year Wal-Mart Effect Wal-Mart Effect Always low prices Looking for every penny of cost savings from packaging, design, materials, labor, transportation, stocking stores … Re-shaping consumers’ shopping habits Suburbanization of shopping Consolidation of consumer products companies Jobs for Wal-Mart suppliers that offer low wages, miserly benefits, boring work, no respect, and no future Wal-Mart Effect They had the lure of Wal-Mart volume. Once you get hooked on the volume, it’s like getting hooked on cocaine. You’ve created a monster for yourself. Jim Wier, Former CEO, Snapper, Inc. ChinaEffect China Effect China Effect World’s fastest growing economy;