Industrial Products
The industrial products industry includes a vast array of manufacturers, distributors, and service providers. Company profits are under consistent pressure as traditional sales models exhibit diminished effectiveness. Growth must come both from new sources and from more efficient and effective go-to-market structures. Sales and marketing functions have been particularly challenged by:
- Eroding margins in maturing markets
- Aggressive nontraditional competitors
- Consolidation throughout the industry
- Inflationary dampers on organic growth
- Evolving roles of channels and partners
In such a complex and swiftly changing market, customer focus is more important than ever. ZS has tackled these challenges head-on with many leading manufacturers and distributors, helping companies improve their sales and marketing effectiveness and productivity.
Our consulting engagements focus on creating sustainable competitive advantage for our clients in a dynamic global marketplace, and cover a broad spectrum of sales and marketing capabilities. We work closely with our clients to:
- Create growth strategies based on customer insight, competitive assessment, and market opportunity quantification
- Develop go-to-market models built upon detailed customer segmentation, value proposition definition, and customer-to-channel alignment
- Design and optimize hybrid sales forces, including sales force sizing and deployment and the streamlining of sales processes
- Build operational capabilities through effective sales force infrastructure and systems that guide hiring, training, and coaching practices; align and integrate performance management and compensation programs; and provide decision support grounded in rigorous sales and marketing analytics
ZS provides a dedicated team of experts who bring industry knowledge and thought-leading sales and marketing issue expertise. ZS is both a strategic advisor for the long-term and a resource that can help with the detailed implementation of new strategies.
If you would like to learn more about our experience with industrial products and distribution companies, we would be happy to discuss our insights regarding key challenges, critical success factors, and proven approaches.