Akash C.Mathapati

The Coaching Route:

Guide Your Customers Toward Better Results

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

Akash C.Mathapati

Home Depot – Professionally trained, highly experienced salespeople

SKF – Swedish manufacturer On job training to help customers optimize

performance of SKF products

Akash C.Mathapati

The Product Isn’t the Problem

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

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

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

Akash C.Mathapati

Explore new ways of operating Sell Productivity, Not Products

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

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

Akash C.Mathapati

Lic and Axis Bank Came together for new credit card

The Tata Group in association with SBI Card launched credit cards