Accelerating sales by accelerating communications

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To understand the ROI, you must costs timeit easy to adjust the value of time, when applied to a salary or consultant time to see to understand – you pay or get a fixed price for each hour, day, week, month or year . In diesem Fall, the value of time is relatively constant. But when it comes to marketing a product of the value of time is not constant. There are some windows of opportunity ", which significantly improve the profitability and, if lost, may require a good product otherwise a financial failure.

If the window of opportunity is clearly in the future is predictable, but there are circumstances in which many sales acceleration, even at cost, is essential for product success and profitability of business. Speed is important when: the prices should decrease over time. The first are valued more by the end of sale. For example, the price of storage prodZum Beispielof experience, 60% a year and a decrease of 20% to 30% are not uncommon. Some large customers dominate your market. For example, three companies, EMC, IBM and Veritas, which is responsible for the market share of about 65% of storage management software 4.

9 billion U.S. dollars in 2001 with only 10 firms accounted for 85% market share. If you sell to customers or through a significant market share, the success of the design not only results in a significant market for you, but can also block players competing. As a preferred supplier is also important. While major manufacturers (OEMs as shown), many manufacturers use a particular product, it is common for 70% of their volume seller of lead, 25% in the second largest supplier and the remains of many others.

Small producers and retailers may use a single source, so that they can reduce their buying power and focus support and learning costs. There are competing technology standard. The de facto "Anyone who ships more wins." Leaders tend to be stronger as societies become weak final margin market requires a standard. When switching costs are high. technological integration, the steep learning curve, making, policy and support of existing systems to increase the cost of switching, so that the holder has a clear advantage over a competitor later.

switching costs is also applicable in brand choice. Presentation of the product begins to affect customer needs, blocking future competitors. For example, if a government contract specifies a characteristic of the product you're alone or with a 'supply some others so effective number of competing bids that companies can reduce the gain. Even within some sectors of selection decisions are made within Windows, and brands. For example, computer models New usually issued in the fourth quarter demand season.

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evaluation and testing of components is 3 months so that potential suppliers are selected for the second quarter. Change the provider during the review cycle may cause delay in delivery – a serious setback. Consequently, only those who sell when the assessment was decided to have a chance of winning the case. Transport costs of unsold products is high. These include high unit costs and storage. There is a high opportunity cost for storage of items that quickly depreciate in value (eg, processors and hard drives) and if your cost distribution agreements allow rotation of stock.

basic technology or products obsolete quickly. The short life of a product, plus the cost of delay. If the product should be available for only 12 months and she did not cite anyone for the first month, you will find your marketing ROI 8%, because you're only selling his leave of 11 months. The loss is greater if the margins are declining over time. The business costs of competitors' less and / or faster than yours. with a louder or more products that fixed costs are amortized can obtain lower unit costs, and thus make more space or a lower price while maintaining margins.

In the case of software, where most of the costs associated with the development and ER has little connection with each unit must be sent to

Tags: Kosten, costs, Marketing, Produkt, Vertrieb, Zeit