Consultative Training Case 3- leader worries（咨询培训案例3 -领袖的担忧）.doc

Consultative Training Case 3: leader worries Leading corporations, fear what? Probably pursuers behind many and fierce. Has a phenolic industrial company with sales over $ 6 billion, exclusive of the domestic market aotou. Relying on product innovation, service and cost advantages in place, the company opened the market, and surging. pause for breath when his time, actually found there are other people side of the couch sleeping. these small-scale enterprises, the relative concentration of entrenched user southeast coast generation, relying on timely service, cooperative and flexible to erode entrenched leader markets. Yedui Ming found: product differentiation, cost differential advantage no longer exist, the leader of the dinosaur body rather small, but strong opponents attack the target. Case 3: strategic direction of an industrial phenolic company contradictory 1, the main problems of business: core customer faithless Sales growth slows, sales profits thinning, worse, some core customers have begun to erode type into the opponent’s arms. Even more worrying is the face of encroachment type opponents, there is no chance of winning a trick enemy Colleague, fathers and sons enterprise development leaders exist obvious differences, a conservative, extreme into another. issue, conservatives allow employees confidence in the setback, but are not able to come up with radical conservatives so convinced strategic planning and policy steps. Core customers share decline, sales personnel must take the initiative to win more small and medium customers, and small and medium customers’ main concern is the price. If so price, sales will increase, but it will cause resentment customers: These new what customers told me the same price? If let old customers to price, and that the profits really thin as onion skin. regular army encountered guerrilla siege on price front is worst, by service and sales functions to upgrade is the best policy. 2, consulting training Import: c