A deck developed for a pro bono session to enhance knowledge/skills of small business/ retail owners in my community/locality. Turns out I learnt a lot in this process - The Basics almost never change!

1. +
Muder Chiba
(and Big)

2. Muder Chiba
Smart customers
Aggressive competitors
VUCA world
Volatile , Uncertain , Complex ,Ambiguous

3. +
Only responsive
businesses will
ThriveMuder Chiba

4. +
Sales : Eat what I kill
today?
And
Marketing : What
Relationship am I
building with my
Customer ?
Muder Chiba

5. +
What We'll
be Seeing
The Tools
1. Marketing & Sales
Funnel
2. The 80/20 Rule
3. Customer Lifetime
Value
4. Trading Area &
Footfall
5. The 4Ps
Muder Chiba

6. +
Introducing
Muder Chiba
The Marketing &
Sales Funnel
1.

7. +
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http://stevepatrizi.com/2012/10/23/the-new-marketing-sales-funnel/

8. +
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http://stevepatrizi.com/2012/10/23/the-new-marketing-sales-funnel/

9. +
Introducing
Muder Chiba
The 80/20 Rule2.

10. +
The Pareto Principle
Muder Chiba
80% of sales come
from 20% of products
80% of sales are
made by 20% of sales
staff
80% of profits come
from 20% of
customers
80% of profits come
from 20% of the time
staff spend
80% of complaints
come from 20%
customers
80% of complaint
handling time is used
by 20% complaints

11. +
Introducing
Muder Chiba
Customer Lifetime
Value
3.

12. +
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Low Future Value
High Current Value
High Future Value
High Current Value
Low Future Value
Low Current Value
High Future Value
Low Current Value
Future Value
CurrentValue

13. +
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Low Future Value
High Current Value
High Future Value
High Current Value
Low Future Value
Low Current Value
High Future Value
Low Current Value
Future Value
CurrentValue
Manage
Divest
Focus
Nurture

14. +
Introducing
Muder Chiba
Trading Area Management
Footfall & Conversion
4.

15. +
Muder Chiba1``
Simple local map exercise…colour coding
to add dimensions to the Prospects/Sales ,
Heavy/Light , Casual/Repeat etc.

16. +
Introducing
Muder Chiba
The 4 Ps5.
Product
Price
Place
Promotion
Custo
mer

17. +
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Reference :2014 Indian national elections where
the elected PM used ‘marketing’

18. +
• What is the
Location
• What is the
type of store
• How we get
Customers
to come
• What is the
Pricing
Strategy
• What
Assortment
we sell
Product Price
Place
Promoti
on
Muder Chiba

19. +
muder.chiba@gmail.com
Muder Chiba
Questions ?