Download - Business Trends & Thought Leadership
BUSINESS TRENDSBUSINESS TRENDS & THOUGHT LEADERSHIP& THOUGHT LEADERSHIP
ByBy Mr. Mahmood Sadiq Mr. Mahmood Sadiq
ROLE OF TRADE
Act as a Bridge for the Manufacturer to deliver Products to end consumer.
By Selling / Merchandising the Products, It helps the manufacturer to promote brands.
TRADE STRUCTURE / TRENDS
Better Educated & Knowledgeable Professional Attitude Demand Quality products because of
Globalization Emerging of Retail Chains ( IMT/LMT) Non-Distributive Channel is growing Rural Trade is expanding W/s dominance is diminishing – Share of
Channel
CHANNEL SHARE
PERIODPERIOD WHOLESALEWHOLESALE RETAILRETAIL
Decade BackDecade Back 70%70% 30%30%
Current ContCurrent Cont 40%40% 60%60%
Expected Future Expected Future ShareShare
DeclineDecline GrowthGrowth
THE PENDULUM OF POWER
Power is shifting from supplier to trade.Trade Margins / Terms / Incentives.Enhanced Services.Automated ordering system according to need..Credit terms.Special Merchandising Sanctions - SBM
SUPPLIER TRADE
JUMP SHIFT IN SELLING STANDARDS SALES MANAGEMENT
CHANGE IN PENDULUM OF POWER
DEMAND
TRENDS IN SALES MANAGEMENT
FROMFROM TOTO Tell, Not SellTell, Not Sell ConsultantConsultant
IndividualIndividual TeamsTeams
Sales VolumeSales Volume Sales ProductivitySales Productivity
TransactionTransaction RelationshipsRelationships
ManagementManagement LeadershipLeadership
ManipulativeManipulative MotivationalMotivational
Deal FocusDeal Focus Strategy FocusStrategy Focus
InflexibilityInflexibility Flexible but MeasuredFlexible but Measured
Short TermShort Term Short & Long TermShort & Long Term
LocalLocal GlobalGlobal
TRENDS IN MARKETING
DescriptionDescription OldOld NewNew FutureFuture
FocusFocus ProductProduct CustomerCustomer Way of doing Way of doing businessbusiness
StrategyStrategy Telling & Telling & SellingSelling
Integrated Integrated Marketing MixMarketing Mix
Knowledge & Knowledge & ExperienceExperience
EndEnd ProfitProfit ValueValueMutually Mutually Beneficial Beneficial
RelationshipRelationship
Marketing isMarketing is SellingSelling A FunctionA Function EverythingEverything
CHANGING CONSUMER
Consumers are Changing : - Disposable Income - Shift in lifestyles
- Health awareness - Consumer democracy
Brands Perception & Images are Changing : - Innovation
- Distinct Product - Differentiation
Demand & Expectations are Changing: - Convenience,
- Variety - Economy
USPUSP
PurchasingExcellence
Marketing & Sales Excellence
ManufacturingExcellence
BUSINESS EXCELLENCE
UNPRODUCTIVE
CALLS DISTRIBUTION
COST EXPENSES DEPENDENCE ON
DEALS
COVERAGE PRODUCTIVITY SALES MERCHANDISING PROFIT ERC GROWTH MARKET SHARE
LESSLESS
MOREMORE
LESS & MORE SYNDROME
MANAGING THE FUTURE
THOUGHT LEADERSHIP
Secret Formula of Success
Business Trends
Role of Trade Pendulum of PowerSales Management Marketing TrendsChanging ConsumerBusiness Excellence
Thought Leadership
Managing The FutureThought Leadership
SUMMARY