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You can increase both margins (by 1 to 3 points) and sales (by $1 million to $50 million) at the same time. Here's how.
You may be experiencing too few yeses, too much pricing pressure, and too long a sales cycle. You’ve tried many sales and marketing tactics, but realize something is still missing.
Living with that situation is likely costing you millions, because the missing piece of the puzzle holds down your sales and margins. It’s likely that your company is a more valuable choice than prospects and customers give you credit for. The full value of what you provide is hidden, even from you.
We help manufacturers and B2B services firms discover the missing piece, solve the problem, and produce bigger, faster results than they could do on their own. We help our clients create $1 million or more of value within 12 to 18 months.
Once we help companies discover their hidden value, we help them message it so that they attract customers willing to pay more when they see the value, and price to get paid what their solutions are really worth.
Implementing the value story at all customer touch points is crucial, so we work with company personnel, sales effectiveness coaches, and outside marketing resources to get things done.
Bob helps companies find their hidden value, get that value recognized by customers, and price to get paid for it.
Author of Daring Caution: The Executive’s Guide to Pricing Improvement, he’s an engaging consultant, speaker, and workshop leader. Earlier, Bob was founder and CEO of a venture-funded logistics service provider; VP Marketing for Wickes Inc.; and held increasingly responsible management positions at General Electric Company (on GE’s Corporate Staff, and in three of GE’s operating businesses). Bob has an MBA from Dartmouth’s Tuck School of Business and a BA in Economics from the University of Maine.
Curt Monhart helps clients assess market opportunities through the eyes of the customer, and take their competitive strengths to market. Curt served as VP Marketing for HVAC manufacturer Hart & Cooley; VP Marketing for Danfoss, a global manufacturer of variable frequency drives, compressors, and HVAC/R controls; and Marketing Director for papermaking machinery aftermarket services for Beloit Corporation. Curt started his career at the Trane Company, where he held increasingly responsible marketing and sales management roles in Asia and North America. He earned an MBA in Marketing at Michigan State University, and a BS in Marketing at Southern Illinois University.
Mike Rice helps clients turn their transactional data into actionable information, get a much better handle on their costs, and develop improved business processes. Mike’s experience includes overseeing start-up operations of a green-field project with Oldcastle Glass. He had P&L responsibility at The Stanley Works, and served as Task Force Leader for high return projects including product line rationalization. Mike also worked in increasingly responsible financial roles, including Division Controller, for Leach International, an aerospace electronics firm. Mike has a BA in Finance and Accounting from the University of Northern Colorado.
Pete Stamatis applies strong marketing, commercial, operational, and analytical skills to grow clients’ sales and margins. As Director of Honeywell’s Electronic Components Business, he led a global business team, and was Director – Advanced Applications in Honeywell’s materials business. Earlier, he was Manager – Commercial Marketing for the Energy Services division of Centerior; Director – Strategic Marketing for Eagle Industries, a $1.2 billion privately-held company; and served in operations and product management roles in GE’s electrical supply and lighting businesses. Pete has an MBA from the University of Michigan and BS from the University of Pennsylvania.
“Bought” products are familiar to buyers, who self-diagnose their need and self-prescribe a product solution. A “Sold” product presents an unfamiliar solution—the prospect can’t self-prescribe, and may not have self-diagnosed. In fact, their needs…
Learn how to define your company’s value and how to get it recognized. In this recorded webinar, discover your company's Number One opportunity for increasing both sales and margins at the same time.
Executives may be fatalistic or complacent about declines in prices and margin. There's no need to live with that outcome! Discover the 7 reasons why underpricing occurs, and learn what to do about it to increase profits.