Supply chain disruptions can pose a serious challenge for sales managers, especially in times of high demand and low inventory. How can you keep your customers satisfied and loyal, while also maintaining your revenue and profitability? Here are some effective sales strategies that can help you navigate a supply chain disruption and turn it into an opportunity.
One of the most important things you can do during a supply chain disruption is to communicate proactively with your customers. Let them know about the situation, how it affects their orders, and what you are doing to resolve it. Be transparent, honest, and empathetic, and offer alternative solutions or incentives if possible. For example, you can offer discounts, free shipping, or loyalty rewards for delayed or backordered items. By communicating proactively, you can build trust, loyalty, and goodwill with your customers, and reduce the risk of losing them to competitors.
Transparent and open communication with your customers builds loyalty and trust. In situations of supply disruption, delays in delivery etc. openness and communication is key to the development of a trustworthy and solid sales relation.
Communication transparently to the customers and continuous communication of the development Setting the right expectation of When and How you will receive the products is very important to keep the customer from buying competitive products
I believe that proactive communication is a cornerstone of effective sales strategies during supply chain disruptions. By communicating openly and transparently with internal teams and clients, discussing alternative solutions, providing timely updates, and fostering proactive problem-solving, we can effectively navigate challenges, maintain trust, and strengthen relationships. Proactive communication demonstrates our dedication to finding solutions and reinforces our commitment to delivering value even during challenging times.
Alternative Sourcing and Local Partnerships: Identify alternative suppliers and sources for key components or products. Localize sourcing where possible to reduce dependence on global supply chains. Forge strong partnerships with local suppliers who may be more resilient during regional disruptions. Flexible Pricing and Terms: Consider flexible pricing strategies or discounts to incentivize customers to wait for delayed deliveries. Review payment terms to accommodate the financial challenges that may arise for customers during disruptions.
Para vender primeiro conhe?a e compre o seu produto ; Persistência,insistência sem inconveniência! Sorte é criar oportunidade e ter competência! Boas oportunidades!
Another effective sales strategy during a supply chain disruption is to focus on the value of your products or services, rather than the price or availability. Highlight the benefits, features, and differentiators that make your offerings unique and valuable to your customers. Demonstrate how you can solve their problems, meet their needs, and exceed their expectations. For example, you can showcase your expertise, quality, customer service, or social responsibility. By focusing on value, you can justify your pricing, increase your perceived value, and differentiate yourself from competitors.
Nothing is more important than keeping my customers abreast of the challenges. Giving information promptly and upfront adds credibility to what happens next ahead of time. It gives customers time to reflect and adjust, yet it adds to my company’s value in their eyes. A dripping faucet is easier to fix early on, before it floods the room. Same with advanced notice of possible supply challenges. Those that hear me and trust me, get rewarded with priority service and supply, once the issue goes away. Those that ignore a good faith information, will likely Experience more challenging times ahead. Loyalty is a two way street!!
- During a supply chain disruption, an effective sales strategy is to focus on the value of my products or services rather than price or availability. - I must highlight the benefits, features and differentiators that make my offerings unique and valuable to my customers. - I must demonstrate how I can solve your problems, meet your needs and exceed your expectations. - For example, I can highlight my expertise, quality, customer service or social responsibility. - By focusing on value, I can justify my price, increase my perceived value, and differentiate myself from competitors.
Pre?o é a quantia em dinheiro que é paga por um determinado produto ou servi?o. Já o Valor é o que é atribuído ao seu produto e o que ele proporciona para o cliente, o valor n?o pode ser estimado em dinheiro e pode ser diferente para cada cliente. O valor percebido nada mais é do que a percep??o do cliente em rela??o ao custo-benefício do produto ou servi?o oferecido, a partir da compara??o do pre?o com os benefícios proporcionados. Demostrar o valor do produto, com atributos de qualidade, nível de servi?o, garantias, diferencia??o da concorrências é essencial na vida do gestor comercial. “A for?a de vontade deve ser mais forte do que a habilidade.” — Muhammad Ali Boxeador Americano.
O que atribui valor ao produto é a forma com que o setor de venda mostra comprometimento com cliente proporcionando uma experiência positiva e diferenciada, de acordo com a necessidade de cada cliente.
Let your customer know asap and offer alternatives that they can go to until it’s resolved with their permission. The customer can’t tell their customer they don’t have coffee or tea or pancakes etc . You must offer them alternatives or they won’t be your customer for long .
A third effective sales strategy during a supply chain disruption is to leverage your existing customers, rather than trying to acquire new ones. It is easier and cheaper to sell to existing customers, who already know and trust you, than to new ones, who may be hesitant or skeptical. You can leverage your existing customers by cross-selling, upselling, or renewing their contracts. For example, you can offer complementary products or services, suggest upgrades or add-ons, or extend their subscription or warranty. By leveraging existing customers, you can increase your revenue, retention, and referrals.
Além de n?o procurar novos clientes, muitas vezes a cotiza??o se faz necessária. Quando pensamos em atender, pensamos em distribuir. N?o basta termos apenas 1 pessoa utilizando 10 produtos nossos. Temos que ter 10 pessoas utilizando 1 produto da nossa marca ou 10 pessoas utilizando 10 produtos. A pulveriza??o aumenta nossa capilaridade e, consequentemente, a saudabilidade do negócio. Na crise de interrup??o, é importante fornecer uma média de consumo, diante do tempo analisado para a normaliza??o, prioritariamente para clientes A’s. Após, vamos descendo a cascata. Se conseguirmos proteger 80% do faturamento com o estoque amea?ado, blindamos nosso principal mercado.
- During a supply chain disruption, a third effective sales strategy is to leverage my existing customers rather than trying to acquire new ones. - It is easier and cheaper to sell to existing customers, who already know and trust me, than to new customers, who may be hesitant or skeptical. - I can leverage my existing customers by cross-selling, upselling or renewing their contracts. - For example, I may offer complementary products or services, suggest upgrades or contract extensions. - By leveraging existing customers, I can increase my revenue, retention, and referrals.
Philip Kotler, um grande visionário consultor de Marketing, dizia: ‘Manter um cliente custa 5 a 7 vezes menos do que conquistar um novo’. Uma frase forte e chamativa que deu espa?o para muitos estudos e análises. A qualidade no atendimento ao cliente come?a no momento em que você dedica a ele total aten??o. é preciso saber ouvir qual sua necessidade para, somente depois, identificar o que oferecer para solucionar o seu problema. Aqui, é importante estar atento, mas n?o sufocar o cliente com informa??es ou solu??es. Dependendo do atendimento que está sendo prestado, saber a hora de dar espa?o para o consumidor decidir algo também é fundamental. Saber ouvir, e essencial para saber as dores dos clientes e oferecer seus produtos.
focusing on existing customers during a supply chain disruption is a strategic move. Building on established trust, you can explore opportunities for cross-selling or upselling, offering complementary products or services that align with their needs. Renewing contracts and extending subscriptions not only boosts revenue but also enhances customer retention. Satisfied existing customers are more likely to provide valuable referrals, contributing to the long-term success of your business.
Loyal customers always need to come first. During the disruption we heard from many companies we never did business with before and simply would not entertain their needs and jeopardize our clients who have been with us in good times and difficult ones.
A fourth effective sales strategy during a supply chain disruption is to diversify your sources of supply, rather than relying on one or a few vendors. By diversifying your sources, you can reduce your dependence on any single supplier, increase your flexibility and resilience, and avoid potential shortages or delays. You can diversify your sources by finding alternative suppliers, negotiating better terms, or sourcing locally or regionally. For example, you can compare prices, quality, and delivery times of different suppliers, ask for discounts or guarantees, or support local businesses or communities. By diversifying your sources, you can improve your cost, quality, and delivery performance.
- During a supply chain disruption, a fourth effective sales strategy is to diversify my supply sources rather than relying on just one or a few suppliers. - By diversifying my sources, I can reduce my dependence on any single supplier, increase my flexibility and resilience, and avoid potential shortages or delays. - I can diversify my sources by finding alternative suppliers, negotiating better conditions or opting for local or regional suppliers. - For example, I can compare prices, quality and delivery times from different suppliers, request discounts or guarantees, or support local businesses or communities. - By diversifying my sources, I can improve my performance in costs, quality and delivery.
Como parceiros de negócios, os fornecedores agregam valor à sua marca, pois auxiliam na gest?o de custos, no monitoramento de encomendas e até mesmo em sugest?es de logística. Vale ressaltar que a escolha de fornecedores para o seu negócio é apenas uma das etapas desse processo de gest?o. Essa atividade está diretamente relacionada com o gerenciamento da cadeia de suprimentos. Ou seja, ela se conecta com outras demandas do setor financeiro, compreendendo apenas uma parte dos processos de negócios. Ter uma gama de parceiros, para que possa supri uma falha logística de um ou outro fornecedor e fundamental para ter um fluxo de vendas contínuo, sem gargalhos. Ou seja, interrup??es no fluxo comercial.
Diversifying sources is a key strategy during supply chain disruptions. It reduces reliance on a single supplier, enhancing flexibility and resilience. This approach not only helps in avoiding shortages and delays but also optimizes cost, quality, and delivery performance. Exploring alternative suppliers, negotiating better terms, and local or regional sourcing are practical ways to diversify. It’s crucial to compare factors like price, quality, and delivery times, and seek favorable terms such as discounts and guarantees. This not only supports business continuity but can also strengthen relationships with local businesses and communities. Great suggestion for navigating supply chain challenges!
Ter fontes alternativas de fornecimento é mais que estratégia, é uma quest?o de sobrevivência. Desenvolver e manter a parceria com varios fornecedores, n?o apenas pode previnir a ruptura como também melhorar a assertividade da compra.
Many of our factories looked to diversify, many had to. The key issue here is to ensure that the quality is the same, as we saw failures from competitors that were directly linked to low-quality substitutions.
A fifth effective sales strategy during a supply chain disruption is to adapt to changing demand, rather than sticking to your original plan. By adapting to changing demand, you can respond to the needs and preferences of your customers, optimize your inventory and cash flow, and seize new opportunities. You can adapt to changing demand by forecasting, monitoring, and analyzing the market trends, customer behavior, and competitor actions. For example, you can anticipate spikes or dips in demand, adjust your pricing or promotions, or launch new products or services. By adapting to changing demand, you can stay ahead of the curve, increase your customer satisfaction, and gain a competitive edge.
Supply chain disruption is more often that one would like. We regularly do the following for an non predicted supply chain disruption; apart from praying :) :) 1. Communicating upfront to our customers and partners 2. Assessing existing on ground/in transit inventory 3. Moving plans (promotion, advertising) to portfolio with stock 4. Adapting production and sales forecast for the portfolio 5. Bring forward any product initiatives (if possible) to mitigate the gaps 6. Business as usual!
To adapt their supply chain strategies, organizations must first recognize the critical drivers behind changing consumer needs. This requires studying market research, tracking consumer conduct, and learning about enterprise tendencies. The impact of changing customer demands on delivery chain management is vast
This is easier said than done. With the PPP loans out there, demand was artificially inflated. As some companies ramped up, demand began to flatten. The last few years showed how fragile decisions can be.
- During a supply chain disruption, a fifth effective sales strategy is to adapt to changing demand rather than sticking to my original plan. - By adapting to changing demand, I can respond to my customers' needs and preferences, optimize my inventory and cash flow, and seize new opportunities. - I can adapt to changing demand through forecasting, monitoring and analyzing market trends, customer behavior and competitor actions. - For example, I can anticipate spikes or dips in demand, adjust my prices or promotions, or launch new products or services. - By adapting to changing demand, I can stay ahead of the competition, increase customer satisfaction and gain a competitive advantage.
Adapting to changing demand is a key strategy during supply chain disruptions. Forecasting, monitoring market trends, and analyzing customer behavior allow you to make informed adjustments to your offerings, pricing, and promotions. Being agile in response to fluctuations helps optimize inventory, cash flow, and overall customer satisfaction. This adaptability not only addresses immediate challenges but also positions your business to capitalize on emerging opportunities, providing a competitive edge in dynamic market conditions.
A sixth effective sales strategy during a supply chain disruption is to collaborate with your team, rather than working in silos. By collaborating with your team, you can share information, insights, and feedback, coordinate actions and decisions, and support each other. You can collaborate with your team by communicating regularly, using digital tools, and creating a culture of trust and accountability. For example, you can hold daily or weekly meetings, use cloud-based platforms, or celebrate successes and learn from failures. By collaborating with your team, you can improve your efficiency, effectiveness, and morale.
In many markets, when there is adequate supply, the price gets competed down towards short run marginal costs. During these times, the contribution towards capital is reduced. The customer has plenty of choices and is king. During supply shortfalls however the balance power shifts to the suppliers. Now customers bid against each other for the limited supply. Some customers and suppliers cannot stand the Volatility implied by that arrangement and will strike a contract deal that offers both some assurance of price and revenue.
Os cinco pilares para fazer uma boa gest?o de vendas s?o: alavancar as vendas, reduzir os custos, melhorar os processos, aumentar os lucros e engajar os colaboradores. O processo de alavancar as vendas possui diversas variáveis. As principais s?o: aumentar o ticket médio, conquistar novos clientes, entrar em novos mercados e segmentos e desenvolver novos produtos. Para reduzir custos e despesas, é necessário conhecer a fundo os produtos do seu negócio. Enquanto que para aumentar a margem de lucro, é importante usar os KPIs corretos para tomar decis?es assertivas e que gerem bons resultados. Um dos pilares da gest?o de vendas é medir o desempenho do seu time comercial. Dica de gradua??o: Tecnólogo em Gest?o Comercial!
Effective sales strategies during supply chain disruptions include transparent communication with customers, diversifying suppliers, optimizing inventory management, adapting pricing strategies, collaborating with customers, implementing agile supply chain planning, building resilient networks, educating customers, investing in technology, mitigating risks, incorporating flexibility in contracts, and developing robust contingency plans. These measures collectively help businesses navigate challenges, maintain customer satisfaction, and ensure long-term success.
Leverage technology to enhance sales processes, such as online ordering systems and e-commerce platforms. Also, implement digital communication tools to stay connected with customers and provide real-time updates.