Import substitution
Import substitution provides price advantages over foreign manufacturers. Foreign goods will always be supplied at an inflated price, production in Russia will be cheaper. It is possible to implement the strategy in the following areas:
Substitution of foreign products in supplies under government orders.
Increasing processing volumes.
Transition from supplies mom database of imported goods to production of their analogues in Russia.
Substitution of foreign food products.
Increasing the volume and efficiency of work
It has been established that any company can double its sales figures by correctly performing the following actions:
Increase the workload of the sales department. This method will not achieve rapid improvement, but in two or three months the data will increase.
Assess current sales figures and increase them individually.
Fully automate the company's activities. It is necessary to relieve employees of unnecessary work. If you have a CRM, all documentation should be stored in it, abandoning the creation of spreadsheets. Otherwise, customer data will be lost, and when an employee is dismissed, it will disappear along with him.
Determine the effectiveness of the sales funnel as a whole and by stages , and consistently improve it. It is necessary to find out at what step the greatest difficulties arise, and start optimization from there. Sales funnels are built in all areas of activity. Different schemes are created for new and current customers, since the expansion of the customer base and interaction with current consumers are carried out independently of each other.
Determine individual performance indicators for each manager, product, region or division. From all the obtained values, you need to choose the best one and strive to bring the other characteristics to it.
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This sales strategy is typical for companies in crisis. The following measures can be used when implementing it:
Termination of non-profit activities. It is necessary to identify areas related to profit generation in a timely manner. It is typical for owners to stick to unpromising areas in order to satisfy their preferences.
Once the owner of a large financial holding, which united various unrelated areas from distribution to coffee production, organized the production of clothes, also for the retail market. Income from other activities was stable, 32 stores were opened during the year, and closed at the same time. The mistake here is that it was impossible to focus on all areas at once.
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Reduction of resources (organization of remote work, improvement of the motivation system). It is impossible to motivate specialists to high-quality work by setting a significant salary with a small amount of incentive payments. This will lead to the fact that the employee will not want to leave the usual conditions, and his efficiency will not increase.
Reduce unnecessary expenses. Constantly monitor the appropriateness of the expenses incurred.
Margin reduction : When the market becomes overcrowded with participants, it is necessary to reduce the margin in order to develop further.
Reduction of staff and optimization of the marketing budget.
Customer segmentation (termination of work with customers who do not generate income). Analyze the base and divide customers into groups based on revenue volume (ABC system) and transaction frequency (XYZ system). The final division is made taking into account both indicators.
Customers assigned to classes AX, BX, AY, BY belong to the target segment. It is necessary to focus on them and, based on their analysis, form a portrait of the main consumer. Use the sales funnel to identify target customers by compiling a small survey for new buyers. This helps save time and money.
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