Marketing Syncra System Essay - 1332 Words

From the case Syncra Systems we can see that a delivering open and vendor-neutral collaborative application like CPFR can make a big difference in retail industry and supply chains by making them more collaborative and benefit both trading partners. Such as improve the in-stock position, decrease unnecessary storage and handling of products, as well as improve service levels and retail sales. By sharing information, a strong relationship can be built between the retailer and supplier in the process. However, some problems still need to be concerned: 1. How to attract customer more effectively to agree the value of your product? As the sales environment becomes more complex, customers today are more educated and less tolerant of sales†¦show more content†¦To successfully meet clients’ specific and changing demands, companies need to focus their efforts on developing and selling propositions driven by what clients truly value and are ready to pay for. 2. Why those companies still moved even they understood Syncra’s benefitsï ¼Å¸ Customers will continue to focus on price until a supplier demonstrates to them how their total solution is much less expensive. By offering a complete package, you increase buying efficiencies and decrease costs. All of which adds up to a higher value perception. When taking the consultative approach, think of ways to provide the customer with a greater return on their investment. Quantify for them, the savings or gains in time, money and/or additional resources. This way you position yourself as a problem solver or consultant and not just another vendor. By doing so, you will create tremendous competitive advantages. So a well-defined consultative sales strategy is to necessary help to align your offer with the customer’s perception of value. It moves the sale away from price. Process should be designed to accomplish three things:Show MoreRelatedCPFR Implementation Issues3439 Words   |  14 Pagesrespondents who were looking at CPFR said they planned to go ahead with their initiatives. However, CPFR is not the answer for all trading partners or all types of stock-keeping units (SKUs). According to Tim Paydos, a vice president of marketing at Syncra Systems, CPFR has generated the highest payback with either highly promoted or seasonal goods, whose inventories historically have often been misaligned with demand. â€Å"If I’m going to make the investment in CPFR,† notes Paydos, â€Å"I want to do it with