Archive for June 2016
Profit-Based Incentives: Doable and Valuable through Alignment of Goals
While deal points are a powerful tool, implementing them requires careful thought. List prices, sales kickers, commission rates, and various approximations through product groupings have to be determined to create a workable plan. And, once a workable plan is defined, sales managers may determine that sales territory realignment is furthermore in order.
Read MoreWhy Relationship Marketing Has Never Worked for the New Car Purchase
That structural problem is the “deep divide” between manufacturers and dealers. While manufacturers spend millions of dollars on image advertising to promote the brands, the dealers care little about the long-term brand value and instead put their emphasis on the transaction.
Read MoreTrends Observed at the 2016 International Home and Housewares Show
One of the most interesting booth visits I had was with Starfrit. Founder Jacques Gatien started selling kitchen gadgets at trade fairs in 1965. Over the past several decades, they’ve created many new categories. They showed me The Rock, a frying pan with a unique non-stick surface using what they call RockTec. It comes with a generous 10-year warranty.
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