Introduction to demand-driven, customer-centric strategies

Your best and brightest, perhaps your first-born.  That’s all retailers want in the new generation sales model.

 

And it’s not only Wal-Mart.  Most retailers will make the request and leading manufacturers are responding to their top customers by becoming more customer-focused than ever before.

 

Pivoting an entire organization to a new mindset requires Sales, Marketing and Supply Chain to work together using customer and consumer insights to drive decisions and everyday actions.  The real trick is finding ways to implement this change for a critical mass of top customers – representing 80-90% of revenue and key growth segments of the market.  Fortunately new On Demand services are available that make it easy to assess and implement demand-driven, customer-centric strategies.

 

Looking for a quick outline of how to get started…

 

First, segment customers and consumers by profitability to determine which markets and micro-markets deserve additional focus and investment.

 

Next, define the tailored customer experience or value proposition you plan to deliver directly or with channel / retail partners.

 

Then, engage your channel partners / key retail customers, in a planning discussion to feature tailored programs, such as new product introductions and targeted marketing campaigns.

 

Finally, monitor performance by customer for each program in execution timeframes, where supply shortages or delivery issues can be addressed to maximize returns for everyone involved.  After execution is complete, maintain an archive of events so that you can review past performance, including assessment of execution, when preparing for your next, new generation sales call.

 

Did you know?

 

Digital Tempus has partnered with VeriSign to make clean, accurate and timely retail data available in the Digital Tempus Business Intelligence Network.

 

Consumer Products companies can use the BI Network to generate accurate forecasts by customer, including store-level details, without having to reconfigure their Supply Chain or ERP system.  Resulting demand plans can be viewed online through a variety of reports and the underlying data is made available for integration into supply chain and promotions management systems.

 

To learn more about configuring customer-level processes or to try the Digital Tempus BI Network with your data, get started for free today.  More questions, contact us and we’ll describe real-world examples of demand-driven strategies in action.