Business Development Next Generation
•
1 recomendación•604 vistas
- Top 5 challenges in the market - What resources do we have? - Why business development? Where is the value? - What have we done for our customers? - Summary Start improving the way you work... visit www.fujixerox.com.au to find out more about business development services just email enquiries@aus.fujixerox.com
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
Destacado
Destacado (18)
Similar a Business Development Next Generation
Similar a Business Development Next Generation (20)
Más de Fuji Xerox Australia
Más de Fuji Xerox Australia (16)
Último
Último (20)
Business Development Next Generation
- 1. Business Development Next Generation Iris Stewart , Customer Business Development Manager National Sales – Graphic Communications March 23, 2015 Fuji Xerox Internal Use Only1
- 2. Who Am I? Iris Stewart – Customer Business Development Manager • 5 years at Fuji Xerox • Over 2 years in current role – Customer Business Development Manager & Manager of 1:1 Ignite Program Australia • 3 Years Senior Account Manager – Graphic Communications • Previous Experience • 2 years Business Development Manager – ABNote Australia • 2 years Sales – Accounts & Communications – Altshuls • 4 years – Marketing Communications Manager – ANZ Bank March 23, 2015 Fuji Xerox Internal Use Only2
- 3. Linkedin, Facebook, Google+ & Twitter March 23, 2015 Fuji Xerox Internal Use Only3
- 4. Oxford Dictionary Business work, line of work, line, occupation, profession, career, employment, job, position, pursuit, vocation, calling, field, sphere, walk of life, trade, craft Development evolution, growth, maturing, expansion, enlargement, spread, build out, progress, success, blossoming, blooming, burgeoning, headway March 23, 2015 Fuji Xerox Internal Use Only4 Profession Evolution in the pursuit of expansion, calling on progress to create a new walk of life
- 5. Top 5 of the challenges in the Market 1) Marketing – how do you get your name and offerings out to customers and potential customers 2) Sales - how to project, measure and track sales revenue and profit 3) Proposition – what is your unique message to customers, what do you offer better than the competition 4) Social Media – how to use it to promote and sell products and services 5) Sales skills of employees – how to educate and train your sales force March 23, 2015 Fuji Xerox Internal Use Only5
- 6. What resources do we have? March 23, 2015 Fuji Xerox Internal Use Only6 Business Development Financial Marketing Custom Consulting Profit Accelerator Lean Processes Sales
- 7. Why BD? Where is the value?
- 8. We need to understand the present and the future March 23, 2015 Fuji Xerox Internal Use Only8 Current state of the GC companies world wide Timeline – 2015 to the Future Expert! Has earned a green card in the business Virtual employee for the customer Trusted Advisor Max 5 accounts Knows the business of the customer Key Account Management Account Plan 100-300 accounts Account Management Many accounts to visit *Speed No time to spend quality time with the customer Sales
- 9. Strategy + Success = Making Better Choices March 23, 2015 Fuji Xerox Internal Use Only9 $$ INVOICE No Vision, Strategy, Focus, Market Understanding, Weak Adaption of Transformation IT driven, Marketing, Sales, Focus, Niche Player
- 10. Cash flow based on product types March 23, 2015 Fuji Xerox Internal Use Only10 Logistic Products Strategic Products Commodity Products Lever Products Logistic Risk Financial Risk 80% are active in this area
- 11. What have Fuji Xerox done for our customers? • Enabled customers self learning through our Profit Accelerator tools • Lunch / Breakfast and learn sessions • Customer consulting in Business Planning, Marketing Strategies and Sales Management Planning • Sales & Product training to address end customer needs • 1:1 Ignite Program to guide and assist in delivering 1 to 1 cross channel communications • Lean Manufacturing audits to help reduce business costs March 23, 2015 Fuji Xerox Internal Use Only11
- 12. Summary • Fuji Xerox Customer Business Development Consulting Services are here to help you grow your business, reduce costs, produce more work, focus on what matters most to you, delighting your customers. March 23, 2015 Fuji Xerox Internal Use Only12
- 13. Questions? March 23, 2015 Fuji Xerox Internal Use Only13
- 14. Xerox, Xerox and Design, as well as Fuji Xerox and Design are registered trademarks or trademarks of Xerox Corporation in Japan and/or other countries and are used under license.
Notas del editor
- Welcome. Today I am going to talk about Customer Business Development within Graphic Communications.
- Who am I? My name is Iris Stewart, Fuji Xerox Australia’s Customer Business Development Manager for Graphic Communications. I have a strong passion for coaching customers to reach their goals, whether its to grow in size, diversify product and service offerings, reduce production times and costs, or to create a sustainable income stream for the future. Over my 5 year tenure at Fuji Xerox, I have had the pleasure to work across all fields of production print. From In plant print shops within schools and large corporate businesses, to print for pay, commercial print, service bureaus and mailing houses. I have also been lucky enough to work with end marketeers and print buyers to understand their needs and what they require from providers. The 1:1 Ignite program is a business accelerator and market enabler that is designed to increase the adoption rate of 1:1 marketing by Creative Agencies and Graphic Communication service providers. I undertake this program within a coaching atmosphere that allows mentoring and learnings across the total business. In my current role, I leverage my previously learnt skills and professional working career to facilitate training scenarios and development programs. Having worked in Sales as a Business Development Manager and Account Manager within the Graphic Communications marketplace, I understand the common challenges when selling print and related communication services. I also understand marketing generator challenges due to my role as a Marketing Communications Manager within one of Australia’s largest financial institutions. Deploying acquisition and retention campaigns across all channels including above the line, such as TV and radio, through to below the line, such as direct mail, electronic media and in branch activity.
- To find out more about my interests and passions, you can follow me on social media; Facebook, Google Plus, Linkedin and Twitter. Through these mediums you will also find out more about Fuji Xerox’s product and service offerings, social and environmental responsibilities and the Graphic Communications industry.
- So what is business development? Using the key words from the oxford dictionary, this is what it means to me; Professional evolution of individuals as well as business, with a focus to pursue and expand our abilities, so we can find our calling and carve out our own unique niche, which allows us to create new walks of life, delivering us to success. What does it mean to you?
- The top challenges Fuji Xerox’s Customer Business Development Services see in the Graphic Communications space today are; Marketing – how to promote and educate on product and service offering – we offer marketing planning and strategy consulting Sales – What is the best way to track sales forces – we offer sales planning and strategy consulting Proposition – what sets a business apart from its competitors – we offer business planning and process improvement consulting Social Media – how to use it and make it work for lead generation and branding – we deploy social media as a part of our marketing planning and consulting services Sales – needing to have highly skilled people to generate business revenue – we offer sales training consultancy
- Our resources for Graphic Communication customers consist of Profit Accelerator tools and our Business Development Consulting Services. Profit Accelerator is a set of tools that allow you to learn and work on your business at your own pace. Some of the items that customers commonly use are; ROI planner for personalised communications, PrePress Guide, Design Guide, Value Based Pricing, Sales Management Guide and vertical market kits which can create strong business practices Sales Planning and training is the most important thing for Graphic Communication business today. Our consultancy services helps you set a plan that has strong measures around results and what profit margin these bring to your business. Our training program is aimed at ensuring your sales team have a unified approach in sales methodologies, understand what vertical markets could be most profitable for your business, how to have a colour conversation, your total business capabilities and how to pitch them to customers along with many other learnings. Financial tools such as Profit Quick, allows you to plan your investments, estimate jobs accurately throughout your plant including digital and offset, undertake financial business planning and work through Return On Investment for 1:1 Communications. These tools are designed to help navigate cost reductions whilst maximising profit Marketing Consulting allows you to develop a robust plan for promoting your business service and offerings. Through planning and strategising where you would like to go through to deployment and most importantly campaign measurement. The aim of this consulting module is to give you a competitive advantage against your key competition. We also offer Customised Consulting Services. We tailor to meet you and your businesses individual needs. Some examples of past customised projects include; right direction management, key skills testing and people assets and technical implementations. Lean Manufacturing Process Audits uncover time and cost savings for your business. We identifying areas of improvement, waste and where you gain efficiencies.
- So now that you know who I am and what our services are, why would customers undertake Business Development Management and what is its value?
- A key component of any Consulting is the understanding of your business. Knowing where you fit within the market place. We need to push ourselves further. We need to ask ourselves who do we want to be to our customers? Do you feel like you don’t have enough time for customers as you are too busy rushing around? You aren’t servicing anyone, you are just doing what needs to be done. You are positioned like most sales forces in the marketplace. Are you focused on a list of designated accounts? Do you focus more on your top accounts? Do you treat your customers differently depending on what revenue they bring you? Is this focus bringing you high profit margins? Have you got a small list of customers to take care of? Do you know their business well? Do you understand what they do and what they wish to achieve? Do you add value to what they do? So how do you move from being all of these to a trusted advisor? You need to work out where you fit by adding value to your customers business. You need to not only understand what they are trying to achieve, but you need to assist in guiding them there. Ensure you know not only their market but their customers. Be the ‘go to’ resource, by being this you will have a more profitable business.
- Here is a very simple model that outlines if you have a strong strategy that drives success, that gives you choices to move business forward. For Graphic Communication customers that do not have strong future plans, feel that the market is putting them under pressure, have been offering the same product and service mix for a long time, unsure how to change and win jobs that have little or no margin, shows that they are on a path to limited success. And for those that innovate, have a strong focus of evolution, market themselves well, have a strong and leading sales force that focus on their business plan and where they want to go in the future, they become niche players who sustain strong and profitable businesses.
- All businesses weigh up risk when it comes to cash flow. What are their logistical risks versus their financial risks? How much does investment in future plans put them at risk? What makes some business take this risk? 80% of Graphic Communication customers are commodity based due to not wanting to take any risks. They don’t adapt. They don’t change. The remaining 20% who do take risks, normally put them in two key area’s; logistic related products or strategic related products. These normally form a part of their overall business, sales and marketing plan. Higher margins can be made in these two key product area’s as their end customers place value in what they have to offer. They don’t have conversations around why the price is so high, they have conversations around return on investment. This does come at a high risk. If the risk doesn’t pay off, most businesses take a very long time to recover.
- What have we done to help customers adapt and move with the market? What can we continue to do to assist our customers in change? Our Graphic Communications sales representatives understand the key Profit Accelerator modules that fit with our customers needs. They can assist in deploying these products to help you become more profitable whilst reducing cost. We regularly undertake learning session in small groups via either a lunch or breakfast session. The topics of these sessions vary depending on the group, what is happening in the industry at the time and include elements of Business Development planning. We undertake customer consultations from business planning through to 1:1 Ignite program engagements. The aim is to set clear goals, and place measures for right directioning. One of Fuji Xerox’s key strengths, is to create materials that are relevant to the Graphic Communications industry. We actively design materials that help educate customers. Our sales force have a large repository of product and service materials, whitepapers, case studies, industry reports and business growth tools that can be leverage into Graphic Communication customers. Our Business Development program is responsible for the 1:1 Ignite Program. The program assists our customers in the embracement of technology via software into their product mix. We help them transition into multi and cross media communication channels in a supportive environment.
- Whether its Fuji Xerox understanding our customers business, or a Graphic Communications provider understanding their clients business, its all about making sure we are heading down the same path as a valued partner. We can pass on our knowledge, whether it’s business practices or industry understanding to help you learn and grow.
- That concludes the formal part of this presentation. I now encourage you to ask any questions that you may have. Thank you for listening.