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Manufacturers
and distributors must focus their businesses to survive in the
hyper-competitive manufacturing supply marketplace. While there is no
shortage of new business theories and buzzwords, there is a lack of
practical, hands-on strategy, process and tools to guarantee future
prosperity.
The
Marketing Survival Skills Workshop was designed specifically for
manufacturers, importers and distributors of industrial products –
machine tools, accessories, tooling, controls and software. Past
participants have called this no-nonsense work session a “two-day MBA in
Industrial Marketing”.
Distributors
have typically been “sales-based” organizations. In the future,
however, they must add some marketing genius to the equation. No longer is
the best equipment the winner; it is the company who can “out-market”
the competition who wins! This workshop reveals industry-proven marketing
strategy in a logical and easy-to-understand language using industry
examples.
Sales-based
organizations tend to be reactive in nature; waiting for customer
opportunities to be discovered through the unstructured efforts of the
field sales staff. Marketing-based organizations take control of their
destiny through strategically planned, pro-active marketing activities.
These activities are geared to drive carefully selected opportunities to
their marketing-aware sales staff.
Rod
Jones developed his passion for marketing strategy when General Electric
hired him after completing engineering school. He is a graduate of GE’s
respected 3-year Technical Marketing Program (TPM). This introduction to
the fundamentals of marketing was enhanced with sales and marketing
assignments at DeVlieg Machine Company, Alpha Omega Communications and
Ford Motor Company. Since the formation of Decision Technology in 1992,
Rod has worked with over 60 of the world’s premier manufacturing
equipment suppliers and distributors. During this time, Rod has completed
over 200 marketing research and consulting projects and taught over 150
industry-related sales and marketing seminars. This breadth of experience
is unparalleled in the industry.
Anyone
in your company who impacts customers needs to attend this workshop.
Please note that the knowledge gained in this session will be of limited
use by employees unless management is in attendance.
The concepts and issues revealed in this workshop must be applied
from the top down.
Length: 1 to 3 days (to be determined after review of client needs) Who: Corporate management, staff and line managers who are responsible for establishing and reaching corporate goals. Syllabus: An attractive, bound syllabus is available. Size: The ideal group size is 4 to 10 participants based on the planned group interactions. Room: U-shaped table arrangement. Equipment: Overhead projector, 35 mm slide projector, flip chart and a 30" TV with an "S-Video" input jack. |
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