Archive for December, 2011
Prioritizing based on sales of businesses
A normal companies (potential customers registry checks and reports referred) for low volume. At recruitment companies and executives because only a few provided sufficient volume. A Real Estate, Financial and consultancy agency and the difficulties of access.
Also discarded those banks and savings banks with centralized services because of the difficulty of access and chose to focus on those entities that have no centralized turned to each of the offices in a potential client. Another important decision was taken and that I have previously mentioned, is that the market should be locally cost effective. No entrepreneur wanted our day travel pass.
Thus, the decision was made:
Our entrepreneur was going to sell ‘consultation records “and” reports referred “to offices of banks that did not have the centralized, for each office was a potential customer. Then we decided to focus even more and see how many banks meet the requirement. We use a shortcut. We take the “yellow pages” and called the center of each of the entities to find out and find out. We did more things, our entrepreneur visited old friends, talked to friends, we conducted a random survey, and summarize the conclusions about the market was awaiting him the next.
The market
The market is mainly occupied by two specialized companies which control 56% of the total and the other 16%. Price levels are agreed between the companies. The lower fee, has positioned itself as a company of high level of service and high price with a loyal customer base primarily in the business and services, and the other is positioned as an alternative appropriate service at a reasonable price, customers being mainly banks, bank branches and more specifically of entities that do not have this centralized service – when we are talking about (1998), that meant about 5500 bank branches, bearing in mind that 2225 corresponded to only 2 entities.
This equilibrium took more than 15 years
Most of them with a structure of about 40 employees, had a sales department of 4 people and one manager – the owner of the company -. The delivery of the work was 5 days, visiting commercial customers.
The youngest of them with a structure of 5 employees, had a sales department directly by the owners of 50% 2 and 3 administration. The delivery of the work was 7 days.
What would you?
The final decision:
- Our entrepreneur decided and carried out several things.
- It would face the leader.
- Read the rest of this entry »
Businesses struggling in the real world for market segments
There are big companies, are just one example of the thousands of cases that occur every day around us. The article shows that with the right strategy, the proper tactics, the right pace and a good dose of innovation, creativity, imagination, perseverance and hard work, entrepreneurial company or smaller can be overcome, achieve their goals and achieve success.
We take part of the title of the book “How to go crazy with your competitors – not the important thing is to participate, but win or lose” by Guy Kawasaki, it was our reference book and the protagonist of our story throughout the trade war that we describe. Is outlined in narrative format, and the names and locations changed, because the facts are real and the players would not like to be reflected here. We report the facts as they happened, and as decisions were taken. Probably different choices and actions have led to a different result. So on occasion we hope will launch reflections imply a pause in reading. Pause to meditate you thought about it and can decide whether you acted in the same way. Arises because, as an exercise in strategy, not in vain is included in our “Strategy Workshop.”
When the incident occurred, he worked as an independent consultant for a company whose purpose was to launch projects for subsequent use and sale. I was responsible for all matters relating to marketing and sales strategy. This article is based on one of the experiences I lived. It all happened in one city of a country in Western culture for 1998.
“There was once an entrepreneur,” which came through the door of our company and had very clear ideas of how I wanted to be his future career, although not so much on where to start and how to guide you. He had over 35 years, was considered a good professional in your field – now explain what he had dedicated – and had decided not to rely absolutely “never again” from third parties. Having a high school in terms of what is formal, and a great capacity for work, as well as a good dose of empathy. Had just emerged from a traumatic experience in the professional and personal appearance had led him to leave the company for which he had been working for the past 5 years. Did not know how to reorient their work and also had a very limited investment capacity.
By mutual agreement we begin by reviewing in detail what had been his life work. In short, all his working life had revolved around professional and private research and commercial, as well as research itself, as in all commercial and administrative tasks related. He had been in several companies know the market and competition. Detail below the main functions that had been done.
1 – Monitoring and surveillance issues related to divorce. Activity that occupied a large amount of time, although highly paid.
2 – Location of missing persons. Our entrepreneurial activity based on an extensive network of contacts. It was like a highly paid earlier.
3 – Check registration. Routine activity and a very small profit margin.
4 – Research rulings, ie checks the states of assets of individuals or corporate debtors to potential legal claims. In practice this means locating attachable assets in case of delinquent or unpaid. Routine activity with average profit margin
5 – Investigations curriculum, as the name indicates that checks submitted resumes are truthful. Routine activity with average profit margin.