What your customers are doing for 2011

a survey from Modern Materials Handling Magazine:

2011 Warehouse/DC Operations Survey

Our 2011 findings reveal that inventory turns are not improving, more DCs are closing rather than opening, and many companies are remaining cautious with equipment investment.

Norm Saenz, senior vice president and principal of TranSystems, a supply chain consulting firm and our research partner for this survey, sums up this year’s findings in four words: “More done with less.”
 
“In fact, most companies are trying to do more with fewer people, fewer buildings and less automation investment,” he adds. As a result, they’re operating with a reduced staff, consolidating facilities, and taking the more conventional route in terms of storage and picking.

“Much of this stems from top management pressuring distribution to reduce costs,” notes Don Derewecki, senior business consultant with research partner TranSystems. “But this comes with a catch for warehouse and DC management. Top brass wants a reduction in costs without reducing service to customers in an effort to stay cost-competitive in the marketplace,” he adds.

 So what does this mean to you?  If your materials handling products/services help with improving warehouse processes, improving inventory control, reconfigures rack warehouse layout, reduces staff and improves information technology... it is good to know that your prospects and customers are looking to do this, especially when it comes to "doing more with less".

Although these tough economic times are challenging, it is when you can really demonstrate the true value of your materials handling products and services.  This is the very reason why you are in the Materials Handling Business --> to improve the warehouse/DC operations of your customers.

We are Khach Customers, and are here to reduce the time, money and resources required to develop qualified leads to fill your sales pipeline. With our marketing services (either "a la cart" or pay for performance program), you will enjoy "sales ready" leads and increase your business sales revenue and growth.

Please go to www.khachusa.com or call us at 714-476-2887 to learn how we can help your Materials Handling business grow.

5 Tips to get more out of your marketing

At Khach Customers we believe in simple and easy methods to get more out of your marketing.  Use the following as a GUIDE to ALL of your Marketing today and get better results!


1. Segment your target (pick your top 10 ideal customers)

 

2. List out their primary goals and think about "what keeps them up at night"

3. Illustrate how your products/services help your target reach their goals

4. Make a clear offer ("call me at 800-000-0000 for your free warehouse consultation")

5. Follow up on these 10 ideal customers (email, phone call, letter, CDs and etc.) and keep it up for the next 6 months.

It may seem that this list is common sense, but many times is it not common practice.

Print out this list and use it as a guide for all your marketing collateral (powerpoint presentations, brochures, flyers, letters, emails, website)... we promise you'll see results if you stick the this guide.

Khach Customers offers marketing services for the Materials Handling Industry.  We are more than an ad agency, SEO, SEM, internet, direct mail, telemarketing, direct sales and online marketing company.  We offer the entire marketing solution all at one place and are your “done for you” outsourced marketing company.  It’s easy, it’s effective, and it pays for itself every month with qualified leads, closed deals and repeat sales.  No wonder so many businesses are starting to KHACH on.

Interested in learning more?  Please go to www.khachusa.com or call us at 714-476-2887.

Why the Ideal Customer Criteria is Crucial

Crucial may be a strong word, but we at Khach Customers, believe that it is a pertinent starting point when doing business with a customer.  During these tough times you may think, “Who cares?  I just need to sell something now”.  While it is good to focus is on making money right now, not taking a look into your ideal customer criteria may cost you more than you think.  You could be throwing money away.

 Where most of your sales are coming from

If you take a moment to look at your existing customer list, chances are that that Pareto rule holds true; 80% of your business is coming from 20% of your customers.  Imagine if you can acquire more of these ideal customers… how much more sales revenue would you have?  Take a look at your warehouse and distribution center customers and think about what are the like.  To start, these ideal customers of your probably understand the value of your Material Handling products and services.  Additionally, they have other similar attributes that you can categorize them under.   These ideal warehouse and distribution customers probably appreciate the cost savings that your material handling products and services provide them.  They see the value of the material handling equipment/systems that allows them to be more efficient. 

Identifying your Ideal Customers 

By understanding who your best customers are and what makes them wonderful, you can take this information to further improve your business.  A list of your top distribution and warehouse customers will allow you to 1) better serve them, 2) upsell to them and 3) build a better marketing program to attract more of these types of customers.  

Meet with your sales team and account managers to categorize your ideal customer off the following criteria:

1.       You are their preferred material handling supplier and they do regular business with you
2.       They have personal relationships with you and your materials handling team
3.       They pay their bills on time
4.       They don’t mind paying more to have better service (profit margins are higher than average)

Understand why they buy from you

The next step to selling more to your ideal customers is to understand why they purchased from you.  Example, they may buy from your Materials Handling business because you offer the best customer service in the region, your service technicians are always on time, you provide quality products, you provide great training to optimize their warehouse efficiencies.  Whatever it may be, based on this information, you can go back and put together a more effective marketing message to caputuring ideal leads, filling your sales pipeline with quality deals and closing more deals that are likely to allow your materials handling business to thrive.

Let us Khach and Keep you more Customers

We are more than an ad agency, SEO, SEM, internet, direct mail, telemarketing, direct sales and online marketing company.  We offer the entire marketing solution all at one place and do it only for the Materials Handling Industry.  Khách is a “done for you” outsourced marketing company.  It’s easy, it’s effective, and it pays for itself every month with qualified leads, closed deals and repeat sales.  No wonder so many businesses are starting to KHACH on.

We will reduce the time, money and resources required to develop qualified leads to fill your sales pipeline. With our marketing services (either "a la cart" or pay for performance program), you will enjoy "sales ready" leads and increase your business sales revenue and growth.

Interested in learning more?  Please go to www.khachusa.com or call us at 714-476-2887.