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: http://thekinigroup.com/blog/product-mix-analysis/

1. How to Drive
Richer Product Mix
insights from

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Do you spend as much time
managing mix shift as you do
price, cost, or volume?
You should.

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On average, mix shift accounts
for almost a third of total margin.

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Stop making your mix data a plug.
Understand your mix data to uncover
your most profitable margin drivers.

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How to Measure and Promote
Better Product Mix
[Tips for Executives]

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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?

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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.

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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.

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4. Motivate Your Sales Team
Incorporate your findings into a
sales incentive program to motivate
your reps to drive richer product mix.

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How to Drive Richer Product Mix
[Tips for Sales Reps]

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1. Take Ownership
Data illuminates the path, but only
the sales team can take action on it.

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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.

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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.

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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.

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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.

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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