How to Hire and Manage an Effective Manufacturers Rep Agency
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well established and are typically summarized by the opposing forces of need for control versus desire for variable cost. An internal, or “direct”, sales force is...
Case Study: Market Segmentation
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance agreements and financial service offerings. The products were designed for a continuum of variably sized customers in an array of different medical specialties. There were...
You Are NOT Charging Enough
And your margins are too thin… How do I know this? 25 years of experience and sitting through many negotiations, I have seen that companies don’t charge enough. Why? Because they don’t really understand why their customers buy and they don’t really...
Keys To A Successful Strategy
Hint: it’s not in the creation of the strategy. Strengths, weaknesses, opportunities, threats. Strategy. Mission and Vision Statements. Corporate culture. ETC, ETC, ETC. I don’t know about you, but I have been through some world class planning sessions and have...
Overcoming the Most Common Challenges Facing A Growing Business
My business is in a period of strong growth, what should I do now? Things are going well… until they aren’t. Sales are good, you are adding new clients, people are excited, your friends notice how well things are going and then, one day, it happens. You...
Recent Posts
How to Hire and Manage an Effective Manufacturers Rep Agency
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well...
Case Study: Market Segmentation
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance...
You Are NOT Charging Enough
And your margins are too thin… How do I know this? 25 years of experience and sitting through many...
Keys To A Successful Strategy
Hint: it’s not in the creation of the strategy. Strengths, weaknesses, opportunities, threats....
Overcoming the Most Common Challenges Facing A Growing Business
My business is in a period of strong growth, what should I do now? Things are going well…...