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RPS Global
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Overview |
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Partners in Progress for Brands
‘Partnering is thinking differently about your customers and, as a result, creating more powerful, long term and profitable relationships’
Partners in Progress is designed to assist you in managing business partnerships with your retail clients. As business partners you each have an integral role to play in assisting and supporting your clients, and encouraging business growth. The Partners in Progress approach is based on the principle of adding value to your client’s business beyond the implicit and explicit value of the product or service that you are selling.
What forms the basis for partnering?
All partnering is based on four key themes:
- Partners have a common objective. Each partner wants to provide the best opportunities for their customers.
- Partners have common strategies for achieving their objective. Their methods are based on mutual need-seeking and mutual need fulfilment. In both cases, need can be arrived at through negotiation.
- Partners are at common risk. Each partner has something of value to gain or lose.
- Partners have a common defence against all others who are not included in the partnership. Each party is an equal. Outsiders range from being less equal, to being perceived as competitors.
The partnering process consists of several key elements that together make partnering successful for you and your customers.
Category Contribution
How does your category contribute to the retailer’s overall business? Is its potential being maximised? What else can be done to improve the category contribution? By analysing the category contribution of your product (s), you will find opportunities to improve its potential for earnings.
Increasing Sales
In this changing world of retail, there are some critical areas where your retailer client can have a major impact on the bottom line – this is through applying tried and proven sales and customer service techniques guaranteed to increase sales and customer retention.
Business Scorecard
The store scorecard provides you with a measurement tool to determine what your “model account” should look like which you can then use to assess how well each retailer compares to that model store. Firstly, you need to develop a scorecard that is relevant to your businesses.
Business Planning
What are the key issues with the business at present and what do we need to do to address those issues and improve the bottom line? A business plan bridges the gap between what your business is in it’s current existence and where you want it to be.
Partnering Levels
Depending on your business need, you can benefit from Partners in Progress at various levels:
- Keynote speaker – we can talk to you about it
- World Class Development Programmes – we can develop your people on it
- Channel Partners – we can partner with you to deliver it
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