031 Play to Win with a Market Strategy
Presenter: Steve Deist
Date: Tuesday, March 10, 2020
Time: 8:00-11:30 am
Level of Complexity: Advanced
Course Description: This course shows you how to stand out from the competition and create sustained competitive advantage. It takes you through the steps of developing and executing an effective business strategy using techniques specifically designed for distributors. It is intended for senior executives who are responsible for setting their company’s strategic direction, and for those who aspire to such a position.
- Apply a strategic mindset to every decision you make
- Understand the elements of business strategy, why they matter, and what your company may be missing
- Identify the “critical few” areas of focus that will separate your company from the rest of the pack
- Develop and execute plans that deliver results
- Become the strategy guru for your organization
Steve is the Chief Operating Officer for Ewing Irrigation and Landscape Supply, a distributor with over 220 branches nationwide. He is also a Partner with Indian River Consulting Group. He has over 25 years of experience in distribution strategy, marketing channels, sales, operations and leadership. He is a published author, a highly rated speaker, a faculty member at the University of Innovative Distribution and serves on the boards of three large distribution companies.
Jaynie L Smith
Research Proves Customers Value More than Just Price
Relevant Selling, the sequel to best-seller, Creating Competitive Advantage, challenges the all-too-familiar price issue. Many companies lament that price pressure has destroyed their margins – but when customers are surveyed in double-blind studies, we learn that more than 90% of the time, price is not the most important buying factor. This book will teach you how to uncover what is relevant to your market and stop caving in on price. Without relevance, successful negotiation is seriously hindered. More than Just Price
Differentiators are not competitive advantages if they are not relevant to the customer.
Companies must not only sell value, they must also sell what is specifically of value to the customer.
The majority of marketing and advertising efforts rely too heavily on creativity instead of relevance.
Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant. You will learn how to obtain and use that valuable information.
Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.