Approach

Pied Piper Management Company, LLC develops and runs sales & marketing programs to maximize performance of dealer networks.

What are some of the tools we use to help our clients?

Demand Measurement, Prospect Innovation and a Direct Profit Model.

What is Demand Measurement?

First we measure and understand consumer awareness, attitude and action using the Pied Piper Purchase Funnel℠:

1. Awareness of brand and product
2. Four stages of Attitude: familiarity, opinion, consideration and intention
3. Which leads to Action: shopping and purchase

Then we decide which factors to influence, using product planning, design, engineering, sourcing, manufacturing, distribution and prospect/customer communications.

What is success? A visible, desirable brand attached to a practical product that's easy to purchase at a fair price.

What is Prospect Innovation?

It's fresh thinking with your future customers in mind.

For years companies have focused on customer research and customer satisfaction. We have delivered measurable success for our clients by focusing not only on customers, but even more importantly on prospects. Prospects who purchase are important, but we have discovered as much or more from those prospects who do not.

How does PPMC use Prospect Innovation?

PPMC develops unique solutions that are difficult for your competitors to imitate. The approach used to develop these solutions considers the "prospect experience," applies innovative changes to the marketing mix, and measures incremental profitability. This approach (Brand-Actualization) drives prospects to purchase, increases the brand value, optimizes price and creates profit. See the Brand Actualization chart.

Brand Actualization incorporates Prospect Innovation to increase brand value and profitability. » click to enlarge

Why is Prospect Innovation Important for Growth and Industry Leadership?

In the past we were able to differentiate our companies and brands from competitors through business processes, technology and knowledge. However, over time and through globalization these product differentiators have turned into product points of parity: competencies that are needed simply for a product to be a category player. Today, emerging and existing top industry leaders are looking toward innovation and design as a means to capture new prospects and separate their companies from the competition.

How Does a "Direct Profit Model" Work?

A direct profit model creates initiatives that pay for themselves. They are financially independent projects that produce a high return on investment.

One method that PPMC uses to create direct profit models is to place a high emphasis on identifying products and services for which the companies are inadequately compensated. PPMC has found that nearly every company has customers who place a higher value on products or services than they are required to pay. PPMC will help you to find your optimal price by understanding market demand.

» click to enlarge