Sales

Export Market Analysis

  • Client/Customer Relationship Management (CRM)
  • Provide forensics for stagnant/declining sales in a growing industry
    1. Quality of product and/or service
    2. Misalignment within Operations – high COGS relative to competitors
    3. No (low) Distinct Competitive Advantage (DCA)
    4. Inability to leverage DCA
    5. Inefficient and/or weak supply-chain and sourcing methods
    6. Disjunction between employees’ skill sets and skill sets required for success
  • Provide enterprise-wide solutions to growth challenges such as:
    1. Integrating and leveraging of communications technology:
    2. Capacity building
    3. To streamline and cost saving through realized efficiencies and accelerating growth
  • Using CRM in combination with Professional Services Automation (PSA)
    1. Comprehensive PSA as a source of :
    2. Finding new opportunities
    3. Analytics and reports
    4. Capture and plan schedules
    5. Service delivery management
    6. Track, approve, and billing

Forecasting, Methods, and Marketing Management Systems

  • Lead in development of forecasting methods, tools, and functioning systems
  • Lead in developing of an end-to-end time industry scan based on internal and external data
    1. Competitive landscape-fixed time industry scan based on internal and external data
    2. Collection and dissemination of market intelligence
    3. Identification of trends in:
      • Market variables
      • Competitive Growth: organic and/or acquisition based
      • Costing – COGS and cost accounting trend
      • Volume
      • Supply-chain
      • Technical and functional trends in product/service
  • Internal synchronization of market prospects and client information
  • Tracking and coordinating assigned resources
  • Scope and estimating of budgets and other fiscal information needs
  • Develop Structures as a ‘catalyst’ to accelerating growth

Research & Market Intelligence

  • Market research and competitive intelligence, including but not limited to:
    1. Detail Profiles of:
      • Competitors – SWOT
      • Key enablers and constraints
      • Size/Share of market
      • Level of innovations and role of technology
      • Strategic positioning of competitors
      • Geographic market assessment – PEST+
      • Estimated COGS and pricing strategies used
      • Relationship with regulators, government and financial instructions
      • Product/ service profile
      • Financial health of industry and targeted competitors
      • Influential decision makers [individuals, large investors]
    2. Strategic information regarding M&As, JVs, and corporate valuation
    3. Points of leverage (to be used)
  • Modelling of scenarios and possible outcome based on market intelligence
  • Qualitative and quantitative data and information used in model building
  • Incorporation of market data, information and intelligence in corporate strategy

Value Migration

  • Marketing -Value Migration – Types
    1. Value flows between different industries/ economic sector
    2. Value flows between different companies within a sector
    3. Value flows between business designs within a company
  • Value Migration –Stages
    1. Value Inflow – absorbed value from other companies/industries
    2. Value Stability – a competitive equilibrium exists with stable market shares & stable profit margins
    3. Value Outflow – companies lose their value to other industry parts and which reduces profit margins

Export Potential Assessment

  • Export potential assessment based on:
    1. Product differentiation
    2. DCAs
    3. Landed COGs
    4. Compatibility of industrial/commercial cultures of exporters and importers
    5. Regulatory compliance
  • Exporters calculated market intensions:
    1. Market seeding vs. market penetration
    2. Short term selling of varying volume & value (Tactical) vs long term presence in the market (Strategic)
    3. Use secondary/new market entry and distribution vs. establishing a primary distribution network based on existing channels
  • Availability of local partnerships to mitigate risk and share cost
  • Technology transfer and to what degree
  • B2C corporate culture and operational fit

Product, Positioning, and Brand Management

  • Export infrastructure building
  • Identifying value
  • Product positioning
  • Brand development and management
  • International promotion of Canadian industries/products
  • Comprehensive market trends, analysis and forecasting

Business Development Strategy

  • Business Development – National and Internationally:
    1. BD strategy designed for penetrating new markets, introducing new product within an existing market or enhancing current market share.
    2. S4P develops client and/or market-specific Business Development [BD] strategies.
    3. Through its networks, S4P can identify industry decision makers to establish direct relationship.
    4. Lead in the structuring and packaging to be used in communicating the products/services value to their clients.
    5. Help clients navigate through the maze of relevant regulations and laws, and develop effective and competitive pricing strategies.
  • S4P can provide market-specific BD strategy development process:
    1. BD strategy customized to the market/buyer’s commercial environment.
    2. Design a framework for a sound assessment of the targeted market’s potential based on:
      • Collection and accurate analysis of market intelligence
      • Outline the competitive landscape and client’s purchasing culture
      • Establish relationships at all level of the market to generate ‘over-the-horizon’ leads and prospects
    3. Aggressively make formal presentations of client’s product/service and Distinct Competitive Advantages (DCA)
    4. Construct a model for BD based on the feedback from relationships, strategic market intelligence and analysis.
  • S4P can provide significant value-based services to both start-ups and small 7 medium enterprises (which provide over 75% of Canada’s jobs)