Manufacturers typically see accelerated growth when there is a combination of a high-quality product and a strong sales channel. At some point along the product lifecycle, growth begins to peak and there is a need for something new to stay relevant with customers and compete in the market.
We help clients form deeper relationships with customers to sell more products and explore new areas for growth. Not all manufacturers have experience with research, strategy, design, or innovation, and we work alongside teams to transition from being a sales-driven business to becoming a customer-driven organization that delivers the right product to customers.
Manufacturers are focused on driving change by:
One of the fastest ways to grow your business is by selling more of your existing products. By understanding your customers’ needs, defining customer personas, and mapping customers’ workflow, you will start to see new ways to market and sell products to new and existing customers.
A short term strategy to grow your business is by selling into adjacencies. Understanding the needs of a new environment, knowing their unique applications, and learning how customers buy from new manufacturers will guide your product enhancements, refine your sales playbook, and focus your marketing communication efforts.
Another near term strategy to grow your business is by adding services to your manufactured products. By expanding offerings that help customers accomplish their jobs, minimizing pain points, and improving efficiencies, a new revenue stream will be created that compliments your products.
An important long term strategy for staying relevant is to add technology and Internet of Things (IoT) capabilities and services. By understanding your customer needs, what data is important and how the information will be used, we will bring clarity on how to wisely invest in new digital solutions.
Our team travels the globe for our clients, interviewing and observing end users in their work environments. We have extensive experience with:
Food & Beverage Plants