{"id":785,"date":"2013-03-08T13:13:37","date_gmt":"2013-03-08T18:13:37","guid":{"rendered":"http:\/\/markkirkwood.com\/?page_id=785"},"modified":"2020-04-12T17:36:27","modified_gmt":"2020-04-12T21:36:27","slug":"insights-2","status":"publish","type":"page","link":"https:\/\/blog.markkirkwood.com\/?page_id=785","title":{"rendered":"Solutions"},"content":{"rendered":"

Tools & Solutions\u2014<\/strong><\/span>Vector Revenue.<\/em><\/span><\/strong><\/span>Engine<\/strong>™\u00a0<\/strong><\/span><\/p>\n

The Goal: Sustaining double-digit revenue growth\u2014here’s how, and what to focus on:<\/span><\/p>\n

KEY REVENUE GROWTH DRIVERS<\/strong><\/span><\/p>\n

    \n
  1. Focusing on Pricing<\/strong><\/span>\u2014i.e., customer profitability (CP), both to pass along higher input costs and to address low profit customers e.g., make each customer profitable <\/span>(MECP) initiatives<\/span><\/li>\n
  2. Innovating<\/strong><\/span>\u2014New\/improved products. \u201cBuild an on-going pipeline of new and improved products.\u201d Drive new volume [use the engine!]<\/li>\n
  3. Expanding in new geographies<\/strong><\/span>\u2014use local sales forces to sell products tailored to the local markets\u2026<\/li>\n<\/ol>\n

    AND, TO SURPASS THE BASELINE [FORECASTED] INDUSTRY GROWTH RATES<\/strong><\/span><\/p>\n

      \n
    • Introduce new products that enable customers to reduce costs<\/li>\n
    • Use cost-to-serve data to more effectively negotiate price adjustments*<\/span><\/strong><\/li>\n
    • Improve sales messaging\/training to effect across-the-board price adjustments<\/li>\n
    • Sell existing products into new industry vertical<\/li>\n
    • Expand international sales capabilities<\/li>\n
    • Implement lower cost sales & service models to reach new customers<\/li>\n
    • Identify\/implement new processes to generate more highly qualified leads<\/li>\n
    • Add impactful distributors and\/or strategic partners<\/li>\n<\/ul>\n

      * Note: Always \u201cadjust\u201d prices, don\u2019t \u201craise, or lower\u201d prices! Scripting, wording, positioning, etc. is critical on this subject.<\/em><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

      Tools & Solutions\u2014Vector Revenue.Engine™\u00a0 The Goal: Sustaining double-digit revenue growth\u2014here’s how, and what to focus on: KEY REVENUE GROWTH DRIVERS Focusing on Pricing\u2014i.e., customer profitability (CP), both to pass along higher input costs and to address low profit customers e.g., make each customer profitable (MECP) initiatives Innovating\u2014New\/improved products. \u201cBuild an on-going pipeline of new and […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":760,"menu_order":0,"comment_status":"open","ping_status":"open","template":"","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"class_list":["post-785","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages\/785","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=785"}],"version-history":[{"count":0,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages\/785\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages\/760"}],"wp:attachment":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=785"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}