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Akash C.Mathapati
The Coaching Route:
Guide Your Customers Toward Better Results
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Akash C.Mathapati
Bring Out The Product’s Full Benefits:1st Model of Coaching Companies deal with underutilized products /
under exploited market Arms and Hammer
Coaching companies educate its customers About potential and previously unexploited
use of its products Increases product’s value and boosts sales Another variety of coaching is providing
manuals and instructional materials
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Akash C.Mathapati
Home Depot – Professionally trained, highly experienced salespeople
SKF – Swedish manufacturer On job training to help customers optimize
performance of SKF products
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Akash C.Mathapati
The Product Isn’t the Problem
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Akash C.Mathapati
s/w HR information Management Start up services and ongoing support Ceridian Customers buy the product and the
assurance, that they’ll know how to use every facet of it
What’s holding other companies back ? Intense concentration on building superior
products
Coach with Outsider’s Assistance
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Akash C.Mathapati
Shape Up the Customer’s Usage Process2nd Model Levi’s Strauss & Co and High Point Chemicals
tailoring efforts to create a variation on the stonewashed look
It up to retailers to promote and sell the New product
If retailers aren’t reaching end customers they will suffer and ultimately the manufacturers
LeviLink (installed electronic data interchange network)
Connects mfg division of the company with POS merchants
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Akash C.Mathapati
Become the customer’s Trusted Advisor Staple National Advantage (SNA), a division of
staples For reshaping its customers procurement
processes 19995, SNA had 125 customer, 90% committed to
purchase $ 1 million annually Staples prices are highly competitive SNA changes customers process:
Scattershot buying to national approach Switch from paper based to electronic ordering process SNA trains its customers to stop purchasing for
inventory
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Akash C.Mathapati
Explore new ways of operating Sell Productivity, Not Products
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Akash C.Mathapati
Break New Ground With The Customer:3rd Model Delaware-based MBNA Corporation is a bank
holding company. It is the parent company of MBNA America
Bank, N.A., the third largest issuer of credit cards in the world and the top issuer of affinity credit cards, issued in cooperation with professional associations, charitable organizations, and recreational groups.
Principal Competitors: BANK ONE Corporation; Chase Manhattan Corporation; Citigroup Inc.
Now know as Bank of Amercia
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Akash C.Mathapati
Sierra Club (US largest & Most influential grassroots environmental Organization)
Markets through 5000 professional Organizations, sports leagues, retailers & National society of professional engineers
Cott Corporation Canada
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Akash C.Mathapati
Lic and Axis Bank Came together for new credit card
The Tata Group in association with SBI Card launched credit cards