Winning Philosophy: everyone wishes to know what it is the for their business. Sometimes we have to stop and listen, listen to others that did it right and might have a few important words to say to help us find our way.
Winning Philosophy: An interview by Adrian Moreno with Bernard Descloitres Directore or Sales EMEA at SwissMac.
Findin a winning philosophy is something that can guide our entire business career, have you foud yours. Let's hear it from Bernard.
1. MY WINNING PHILOSOPHY IS "SERVICE, TRUST, SUCCESS IS A WIN-WIN SOLUTION".
a) Constant follow up with your customers, regular meetings and customers visits (difficult ones) to help sales force. Elements provided to your customer have to be first class to build confidence, trust; to allow partner to have a fair margin on their sales is he best way to keep them close to your product and enter into a win-win situation.
b) I always deeply analyze a potential partner to be sure he is the One. To develop a business relationship do the first step and show what you have to offer. This is experience, through discussion you got a feeling or not, it also depend on the return you have on your questions, quality of the return helps to find out how serious, professional the person is.
c) Shipment, sent fast and on time, goods with normal expiry date avoid back orders, offer marketing ideas, plan, support, invite customers at congresses look after them, have them out for dinner, do not be afraid to spend time to attend customers and money to please them.
d) OFFER BUSINESS CONDITIONS to your partners, distributors, sales rep giving them the possibility to earn money, to be successful, this is motivation, show them all the times that you like to place everyone in a win-win situation rather than trying to get success at their cost. (this is my favourite winning philosophy tip!)
2. MY MOST IMPORTANT DAILY ACTION IS TO "PLAN MY DAY WITH 5 ACTIONS AND HAVE THEM DONE".
Once you are in a business you develop daily your business and to achieve that you have to act. These actions are the next step of what was done yesterday. Planing them in the morning is the best way to have them done same day.
Proper, explicite full market study is essential to know where you like to go, if there is room for you, if you have the tools to operate, in other words if you can do it.
3. MY MOST IMPORTANT METRIC FOR GROWING A BUSINESS ARE BASED IN "PROPER BUDGET PLANNING".
Money is essential in business and proper planning is even more essential. Organise your activities in Profit Centres system where all are responsible of proper financial planning for the 12 month’s period.
Always be a step forward here too.
An idea brings to another one which could be an alternative in case of/or could be the next new one to implement.
Winning Philosophy? with Berard Descloitres Directore or Sales EMEA at SwissMac
About Berard Descloitres. Position: Over 20 years of experience like a Director of EMEA in the Medical Industry mainly, Entrepreneur. Location: Geneva. Languages: English, Spanish, French, German, Schweizerdeutsch. Mastery: Sales & marketing consulting, budgeting, profit and loss, business analysis. Reach: EMEA, Global.
Interview by Adrian Moreno