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| Upcoming Executive Workshops |
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Services > Executive Seminars > The Dominant Customer Forum
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| Logistics |
| Dates: |
Spring 2008 in Chicago, IL |
| Location: |
The University of Chicago Gleacher Center, 450 N. Cityfront Plaza Drive, Chicago, IL 60611. |
| Fees: |
$20,000 per company. Includes instructional materials and meals for three
separate sessions for up to three executives. |
| Registration: |
Download and complete the registration form here. |
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Overview
Dominant customer dynamics are the most pressing issue facing companies today. As industries consolidate and channels gain more control over the customer, suppliers of dominant customers have found it difficult to contend with the increased customer leverage.
These issues affect every aspect of company management and decision making. Once viewed as a sales and marketing issue, companies are finding that traditional marketing tools such as branding, pricing tactics, and customer partnering are losing their effectiveness. The impact of dominant customers extends beyond marketing, impacting every area of company strategy and operations.
The Dominant Customer Forum will provide a framework for analyzing these issues and equip executives with techniques to combat the imbalance of power. Experts and distinguished academics will facilitate discussion among experienced executives, providing a risk free learning environment.
Participants are pre-selected to make sure competitors are not in the same room and to prevent collusion issues.
Click here to download a complete brochure.
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Topics
- Are brands worth building?
Do brands still create value for the brand owner or are they merely driving in traffic into the Dominant Account without generating any additional returns to the firm?
- Partner or Prey
How can you partner with the Tiger? How do you control information about your products, processes, sources of supply, and intellectual property in today's global economy?
- Channels and Customer Strategies
Should you rethink the roles and value that your channels add? Is the channel an arena for enhancing your competitive position?
- Pricing
Can you maintain any pricing power when dealing with Dominant Accounts? What strategies and tactics are companies using and which ones work and why? How can you price discriminate between different accounts?
- Industry Consolidation
What is the impact of consolidation on suppliers, customers, and the overall balance of power?
- Developing a Sales Playbook
Understand the Tiger's buying behavior and the motivations driving their actions. What strategies should be part of your Sales Playbook and how can you implement these strategies? How have these strategies been implemented in other organizations?
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Who Should Attend
Suppliers of dominant customers should send their executive teams |
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