Discovering business opportunities

  Mr. Joffrey Chartier is a top professional with more than seven years of experience in the strategic management of premium and luxury brands. He set-up successfully new business directions and he managed to maximize the results on highly mature market of the premium cosmetics on the North America.

Thank you, Joffrey, for sharing your knowledge!

1. What will be the future of the luxury brands upon you? How they are evolving with the years?
 
I foresee certainly very bright future for the luxury brands for several reasons:
 
There are lots of developing countries that are aspiring to luxury. In countries such as Russia and China there is already a well-defined elite segment. In Russia and China the luxury consumption is a way higher than in the Western European countries or even in the USA. These consumers of premium brands inspire the rest of the population (lower segments),  whose purchasing power is getting gradually stronger with the years. As a consequence- the market segment of potential luxury consumers is growing bigger everyday in these countries and thus, worldwide.
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 Reg Nordman is the Managing Partner for Rocket Builders, a sales and marketing consultancy for high growth companies. He works with large and small companies such as: Asentus, Maximizer, Sophos, Microsoft Canada, and Research in Motion. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. For his clients, Reg assists them in breaking through various sales and marketing challenges to grow the business. Using RocketBuilders Precision Sales and Marketing process he helps CEOS get more from  Sales and Marketing.  Reg is focused on getting clients “more effective selling time”. Reg has been publishing executive book reviews for his clients since 2002, and a blog since 2004.

Thank you Reg, for sharing your experience!

What are the major tendencies that characterize the new market realities?

No company can prosper and grow without significant and thoughtful investments in marketing. Everything is getting more difficult.
Eg my post Nov 8:  News from the trenches- The sales process starts before you think it does

Describes how the customer is first engaging the sales force about 20% of the way down the sales process. What does this entail? Prospects go online to identify their problem and look for solutions. By the time the customer engages the salesman, they have created a short list of companies to talk to and they believe that this company is one of a few that have the potential solution to their problem. This immediately creates two problems:

1. Most sales people are unable to shift gears to accommodate the needs of these customers. They do not want a demo, a brochure or a proposal. They want you to quickly get up to speed on their business and issues and how your product brings value. How are you different? The results of a poor response is that the opportunity disappears as fast as it appears.

2. Marketing becomes of No.1 importance with the brand promise, materials in the public eye and the ability to drive “qualified leads ” to the sales funnel. The Marcomm dept has to really be on top of things. But you never will never know its not working.
Hidden problem. Are clients looking at your online “story” and dropping you from their shortlist, and thus never engaging you? Guess what? You will never know!

So business is changing yet most sales training is stuck in the 90’s . That is so like , yesterday.   (Read the article)

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 Bill Brelsford, Owner of Rebar, Authorized Duct Tape Marketing Coach, helping small business owners and independent professionals attract more of their ideal customers

Thank you Bill, for your ideas!
 

How the SME can compete the big companies with big advertising budgets?

In Duct Tape Marketing, we define marketing as getting someone with a particular need to know, like, and trust you. Many big companies rely on big advertising budgets to help buy some of that know, like, and trust. SMEs on the other hand, have a significant advantage over big companies because of their ability to connect with their customers personally and talk to them on a regular basis. This allows them to build know, like, and trust without having to spend millions of dollars on advertising. People want to connect with and do business with people that they like. This is why we are seeing such an interest in blogs and social media. It’s up to the SMEs to leverage this advantage by listening to their customers and responding to meet and exceed their expectations.

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Mack Collier, Social Media Marketing Consultant, Editor/ Blogger about social media, community empowerment, and the death of big music labels at The Viral Garden

Thank you Mack, for sharing your ideas! 

1. The market realities and the marketing are changing. How social media influence these changes?

I think that marketers have slowly begun to appreciate the power of word-of-mouth in recent years.  And social media just makes it that much easier for customers to create and share information and content.  As marketers begin to get a handle on what social media is and why it’s important, I think they are beginning to incorporate social media into their marketing plans.

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