Strategy and marketing in the downturn – Solutions for protecting profitability in volatile markets
Abstract
In the current economic environment managers are facing pressure from all sides. Decreasing volumes in the market cause increased competition and exacerbate the fight for remaining market volume. In turn the growing cost consciousness of customers leads to an increased awareness and sensitivity towards all discretionary spending not least supplier prices. Internal pressure from management on margins and volumes acts to erode the sales force’s power and confidence.
However, despite these challenges savvy business leaders can act to protect profitability, and in turn position their organisations for the upturn. In this discussion forum participants will be introduced to several successful approaches and case studies gleaned from the world top companies. Insights from a recent survey of senior management and client experience will be combined to reveal several lessons and recommendations for how to manage in a crisis.
Biography
Des Sullivan is a director at SIMON KUCHER & PARTNERS. He has over ten years consulting experience. In his work for clients he has focused on the development and implementation of global marketing strategies, specifically customer and product segmentation coupled with price differentiation, as well as sales force management. Des has extensive experience in the delivery initiatives within the Commodities, Construction, Chemicals, Manufacturing and FMCG industries.
Des studied Civil Engineering and Mathematics at the Trinity College Dublin. After working for 3 years in management consulting he completed his MBA with Imperial College London specializing in Customer Focused Strategy. Des has managed projects for multinational clients including 3M, BASF, Bluestar, Cadbury Schweppes, GM, ASSA ABLOY, Lindab, VW and private equity firms including Platinum Equity and Investcorp. He also has extensive experience in the European, North American, Middle East, Asia Pacific and African markets.
Please RSVP by email to icbs.events@imperial.ac.uk.