In a downturn market managers and sales staff need different skills to keep the bottom line positive.
Using MoneyMath(c), learn how to retain margin and protect the major customers for the future.
See how continued discounting wrecks the net profit and what to do about it. Graham believes businesses leave boatloads of money on the table. This presentation will leave your audience with their jaw on the floor as they realize how easy it is to fix the bottom line.
Outline:
The economic scenario 08-09-10
3 sources for profit to survive with
How long should we hold our breath?
Why you need Margins to survive.
Calculating Margins accurately.
How much net profit will you lose when you confuse markup with margin?
How to find where your breakeven point is.
Where should you set your prices?
Some fixed Costs which you might cut.
Holes in your warehouse, sales and accounts depts
MoneyMath© tools to survive
Strategies for survival guaranteed
Keeping the cashflow positive
What the sales team should do in all of this.
Prices in good times follow the law of supply and demand so its easier to get prices up. In a down market things change because prices are more sensitive. Learn how to manage this challenge with your sales, marketing and management staff.
Pricing is an art with math underpinning it, yet a degree of judgment is needed to make the right call in a recession. This keynote or workshop provides the necessary insights to succeed at downturn pricing.
Learn insights from major service companies how their service technicians easily increase the service invoice and thereby add extra margin.
Using MoneyMath(c) your audience will obtain new insights into service buyer behavior and why the technicians advice is accepted ahead of the salepersons advice.
Lexus/Toyota has taught the world that 100% product quality is achievable- now they're working towards 100% service quality. Toyota makes more profit than the rest of the auto industry combined!!
Using the best ideas of Toyota, Marriott, Nordstrom, and others, learn how to get the service edge and achieve higher prices doing so.
Also see why poor service erodes your brand image and spreads quickly in the market place. Get the right fix for this. "Service is the umbilical cord from the last sale to the next" - Graham Foster.
Its left brained selling skills to left brained customers- yes they're different!
Hype free selling to engineers, technicians and customers who want it straight.
Based on relationship selling skills within the Carnegie sales model- your technical team will learn how to establish benefits and value for the long term.
This is a 2 day workshop.
Let your sales team learn to achieve the sales volume budget as well as the Margin budget. Weed out mindless discounting and replace it with value selling concepts.
Using Grahams unique Benefits/Value Grid (c)see how to get the customers agreement to the total perceived value. Sales staff will know how to secure price increases even in the tough times.
How many customers want to hear about a price rise, or a credit restriction, or a new shipping charge, or the stock returns policy? Yet sales people are called upon to successfully deliver these negative messages without losing clients.
Learn how to do this and retain your key customers.
