1 + 1 May Not Equal 2?
Sales and Marketing…A Unified Objective | Integrating The OEM and the Supplier
by Rick Rosenhagen, URI Marketing Services
Call it funny math, but in the OEM/Supplier business integrating supplier parts/sub-assemblies into the overall sales/marketing strategy can provide the end user with not only the addition of quality parts, but the multiplication of features, values and benefits.
When combined to create a mechanical and/or electrical system, parts do not remain in isolation, but become reliant on other parts working in concert to achieve the intended objectives.
What Really Makes up your Brand? Learn how to integrate your suppliers’ parts and quality into your sales and marketing strategy. Establish good relationships with your suppliers. Integrate your suppliers products into your marketing strategies
Identify the ideal marketplace of your suppliers using the SWOT Appraisal. Use this assessment approach to get to know your suppliers’ Strengths, Weaknesses, Opportunities and Threats.
Know your and your suppliers “Marketing Mix” namely: product, price, promotion, and place. What are you offering for sale? What are end users willing to pay and what do they get for it? How and where are you marketing? How are you promoting your products and attracting potential buyers to your equipment and your brand?
Identify Your Competitive Superiority. There are three basic value disciplines. One of these should be a primary focus of your equipment/brand.
- Operational Excellence – product/service/delivery efficiency = Low Price
- Product/service Leadership – product/service is state-of-the art = High Quality
- Customer Intimacy – Tailored to meet the needs of consumer = Superior Service
No company can excel in all three areas; neither can they fail in any of the three. The key is to excel in one area and do well in the other two. -Fred Wiersema
Don’t miss Rosenhagen’s breakout session on Sales and Marketing…A Unified Objective Integrating the OEM and the Supplier on Thurs., April 4 from 11 a.m. – 12:00 p.m. at the Supply Summit and Showcase in Little Rock.
UriMarketing.com | Member since 2022