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How to Drive Richer Product Mix


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Drive richer product mix by measuring its existing and potential effect on gross margins with this guide for executives and analysts alike. Read the full post here:

Published in: Data & Analytics
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How to Drive Richer Product Mix

  1. 1. How to Drive Richer Product Mix insights from
  2. 2. 2 Do you spend as much time managing mix shift as you do price, cost, or volume? You should.
  3. 3. 3 On average, mix shift accounts for almost a third of total margin.
  4. 4. 4 Stop making your mix data a plug. Understand your mix data to uncover your most profitable margin drivers.
  5. 5. 5 How to Measure and Promote Better Product Mix [Tips for Executives]
  6. 6. 6 1.Analyze Root Causes of Success What has worked in the past? What has failed? What sales practices should be eradicated ? Which should be bolstered based on past trends?
  7. 7. 7 2. Look at the Trees AND the Forest Focus on how each lever affects one another. But also pull back to see the big picture.
  8. 8. 8 3. Set Up a Forecasting System Use what you already understand about new and discontinued products to measure their true impact on your bottom line. Use these findings to predict how other products will perform.
  9. 9. 9 4. Motivate Your Sales Team Incorporate your findings into a sales incentive program to motivate your reps to drive richer product mix.
  10. 10. 10 How to Drive Richer Product Mix [Tips for Sales Reps]
  11. 11. 11 1. Take Ownership Data illuminates the path, but only the sales team can take action on it.
  12. 12. 12 2. Set Daily Goals Set a daily goal of making a small impact on a customer’s purchase or a specific product line in general.
  13. 13. 13 3. Use Firsthand Customer Insights Use your data and experiences with customers to identify which are ripe for product experimentation and which are open to completely new products.
  14. 14. 14 4. Cross-Sell Many customers buy on autopilot - it’s up to the sales reps to introduce new products. Follow these cross-selling tips. By diversifying products for customers, you protect your company against business loss and drive richer product mix.
  15. 15. 15 The KiniMetrix Price/Volume/Mix module features proprietary algorithms and complex formulas to provide mix insights quickly and effectively. Click here to see how KiniMetrix can help you understand mix fast.
  16. 16. 16161616 The KiniMetrix Price/Volume/Mix module provides actionable insights about your mix data quickly and effectively. Click here to see how KiniMetrix can do this for you. Find Actionable Product Mix Insights Fast