After the lockdown: press start

After the lockdown: press start

Resuming business after the crisis.

The end of the lockdown will not mean a return to normality everywhere. The best strategy is to develop a detailed relaunch map. At country level , product and customer level to prioritize recovery opportunities.

This map will guide supply chain, marketing and sales efforts, and help determine a recovery timeline for each segment. It will also enable business leaders to get a head start on evaluating investments.

The client base need to be divided into clusters, businesses will need to clarify the parameters and assumptions about their customers. The issues will vary, depending on whether the activity is B2C or B2B.

For B2C, it will be essential to understand the impact of the crisis on purchasing power and the confidence on the economic future.

In B2B, leaders need to understand of the issues at stake, the recovery, impact of the crisis, and emergence of new expectations for goods and services.

Providing customers with safety guarantees that restore trust and outline conditions for a safe shopping experience for consumers. Proactively communicate about measures implemented that may not be visible to customers in back offices, head offices, warehouses or storage sites.

Making the product or service appealing again.

Identify and capture areas of profitable growth.

Businesses will have to be ready to reallocate capitals and marketing expenses quickly.

Every commercial investment or promotion must be evaluated against the risk of initiating a price war that could aggravate the situation even more.

Adopt a pricing policy that works

The aim is to ensure the material condition that enable customers to make their purchases and create favorable business conditions will not impact the business bottom line,so companies will have to attentive measure the promotional or discount policy they will use.

Help core clients with solvability.

To secure sales, assistance should be provided to customers and suppliers in financial difficulty by providing them with payment facilities or extensions of deadlines .

Published by Raffaele Felaco

I am an enthusiastic leader with strong background in direct and indirect sales with an exten- sive experience in both retail and wholesale business. I have been fortunate to have worked alongside teams in structured environments both in Italy and abroad over the last 20 years, en- abling me to develop strong leadership skills, a natural approach in effective communication, the ability of positively influencing others and master complex business negotiations.

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