Sales Analysis for Management Consultants
4.1 (155 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
2,435 students enrolled

Sales Analysis for Management Consultants

Practical guide how to improve sales and marketing of your customers during consulting projects like McKinsey, BCG, Bain
4.1 (155 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
2,435 students enrolled
Created by Asen Gyczew
Last updated 7/2020
English
English [Auto]
Current price: $132.99 Original price: $189.99 Discount: 30% off
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This course includes
  • 7.5 hours on-demand video
  • 1 article
  • 84 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Analyze sales and marketing in different industries
  • Improve sales force efficiency
  • Increase profits by optimizing sales and marketing
  • Calculate in Excel the potential impact of proposed changes
  • Apply improvement techniques to other fields and industries
  • Improve sales in Retail, FMCG, B2B service, B2C services
Requirements
  • Basic or intermediate Excel
  • Basic knowledge of economics or finance
Description

What is the aim of this course?

This course will help you drastically improve your knowledge and skills in improving and developing sales and marketing through a series of practical cases. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing on daily bases. In the course you will learn 3 things:

  • How to understand main challenges in sales and marketing
  • How to improve sales and marketing in order to increase margin and profit
  • Where to look for savings and improvements, how to calculate potential savings in Excel and implement them

The course is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for. On many occasions I had to optimize also sales and marketing of the businesses I was responsible for.  On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are Sales and Marketing Directors, Operational  Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members etc. On top of that my courses on Udemy were already taken by more than 29 000 students.

I teach through cases, so most of the lectures are case studies showing some business problems solved in Excel. There will be also overview of main challenges in sales and marketing for each business model. To every lecture you will find attached  (in additional resources) the Excels shown in the lecture so as a part of this course you will also get a library of ready-made analyses that can, with certain modification, be applied by you in your work.

 

Why I decided to create this course?

Sales and marketing differs drastically in every company and it usually takes a management consultant a lot of time to learn and understand the business during a consulting project. By giving you exposure to real life cases and analyses I want to improve your awareness and skills in analyzing complex sales and marketing analysis.  Thanks to this course, you will know what and how to do during a consulting project devoted to sales and marketing area.

To sum it up, I believe that if you want to build or to find improvements in any business you should master techniques related to analyzing and optimizing sales and marketing. That is why. I highly recommend this course not only to consultants or business analyst that have to advice their customer but also to owners, founders of businesses as well as sales managers and directors.

 

In what way will you benefit from this course?

The course is a practical, step by step guide loaded with tones of analyses, tricks, hints that will significantly improve the speed with which you find and analyze sales and marketing. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn:

  • How to understand sales and marketing in different business models
  • How to optimize it
  • Where to look for savings and improvements
  • How to calculate the impact of proposed changes in Excel

You can also ask me any question either through the discussion field or by messaging me directly.

 

How the course is organized?

The course is divided currently in 5 sections and I will be adding new sections to address other important issues. Currently you will find the following sections:

  • Introduction. We begin with little intro into the course as well as some general info on production
  • FMCG . In the second section I will discuss main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from cosmetics, food industry and will show you how to analyze motivation / bonus system, how to analyze the efficiency of sales force, how to estimate potential growth in specific regions and many more.
  • Retail . In this section will discuss main challenges in sales and marketing in Retail. We will also go through a number of cases and business analyses devoted to sales and marketing in Retail that will help you immensely during consulting project.
  • B2B Services. In the 4###sup/sup### section I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance.
  • B2C Services. In this section I will discuss main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from restaurant chain, beauty salon chain and others. I will show you how to check whether new product introduction make sense, how to increase profits by 10% and other cases

I will be adding new sections and lectures in the coming months

 

You will be able also to download many additional resources

  • Excels with analyses shown in the course
  • Presentation of slides show in the course
  • Links to additional presentations and movies
  • Links to books worth reading
Who this course is for:
  • Management Consultants
  • Business Analysts
  • Small and medium business owners
  • Startups founders
  • Sales Managers
  • Controllers
Course content
Expand all 157 lectures 07:19:42
+ Introduction
5 lectures 08:17

We begin with little intro into the course as well as some general info on production

Preview 01:48

A few words about your humble teacher

Preview 01:47

I will show you how the course is organized

Preview 01:33

Here I will show you what to do if a blurry image appears

What to do if a blurry image appears
02:04

Here I will show you how to find additional resources attached to the coruse like Excel files, presentations, links etc.

How to find additional resources
01:05
+ FMCG
27 lectures 01:16:45

In this lecture I will show you what you can expect in this section. . In the second section I will discuss main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from cosmetics, food industry and will show you how to analyze motivation / bonus system, how to analyze the efficiency of sales force, how to estimate potential growth in specific regions and many more

Preview 01:03

FMCG sells mainly through retailers. Some go into independent distribution via own website and own stores. We will discuss all the options in this section

Preview 01:35

In this lecture I will show you what matters the most in marketing in this business model

Overview of Marketing in FMCG
04:16

There are number of challenges in the Sales and Marketing of FMCG. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Main challenges in sales and marketing in FMCG
03:11

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Preview 01:21

Most producers / brand owners operate using many sales channels: wholesalers, own shops, e-commerce, marketplace etc. It makes sense to check how profitability looks across channels and what can e done to improve overall situation. I will show you how it cane be done with a simple Excel analysis and a pivot table. I will go also try to demonstrate what kind of conclusions can you draw and what should be your next steps, on the basis of the results you are getting form the analyses

Sales channel analysis - case in FMCG
03:06

Let’s have a look at milk producer that wants to expand its product range. In this case you will be asked to analyze and find the best candidates for brand expansions. 

Preview 02:38

In this lecture I will show you how to solve the case shown in the previous lectures.


Preview 03:29

In this lecture I will show you how to solve the case shown in the previous lectures.

Preview 02:58

Here I will show you how to create a scatter plot

How to expand the brand – Solution – How to create scatter plot with names
03:12

Let’s have a look at the sales force efficiency in Poland of a cosmetics producers. We will analyze the efficiency of sales force and look for ways to improve the margin

Sales force efficiency analysis – Introduction
02:18

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Unit Cost
02:16

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – ABC analysis of Current Solution
03:01

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – more on Current Solution
02:33

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Margin Maximazation
02:48

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Specialization
03:50

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Solution – Summary
02:22

In this lecture I will show you how to solve the case shown in the previous lectures.

Sales force efficiency analysis – Practical Tips
03:27

Let’s have a cosmetics producer and see where is the potential for development. We will analyze the sales by regions and try to find how much more we can sell in each and every region.

How to find the white spaces untouched by your brand – Introduction
01:03

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Solution – Per capita
04:05

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Solution – Local shares
03:32

In this lecture I will show you how to solve the case shown in the previous lectures.

How to find the white spaces untouched by your brand – Solution – Presentation
02:07

Motivation plan for sales people can be pretty complicated. I will show you some examples that we will analyze in the next lecture

How to analyze the motivation system of sales force – Introduction
03:42

In this lecture I will show you how to solve the case shown in the previous lectures.

How to analyze the motivation system of sales force – Solution
03:39

We will now have a look at a company selling branded juice in Romania that has 2 type of sales force. I will show you how to analyze and calculate their motivation systems

Juice producer – motivation system of sales force – Introduction
02:32

In this lecture I will show you how to solve the case shown in the previous lectures.

Juice producer – motivation system of sales force – Solution - Area Manager
04:30

In this lecture I will show you how to solve the case shown in the previous lectures.

Juice producer – motivation system of sales force – Solution - Sales Rep
02:11
+ Retail
37 lectures 01:54:20

In this lecture I will show you what you can expect in this section. I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance.

Preview 00:58

Retail sell through its own stores. Yet they also have their online presence and try to sell via marketplaces


Overview of Sales
01:24

In this lecture I will show you what matters the most in marketing in this business model

Overview of Marketing in Retail
03:01

There are number of challenges in the Sales and Marketing in Retail. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Main challenges in sales and marketing in Retail
03:32

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Introduction to cases for Retail
01:30

I this lecture I will show you what kind of cohorts / segments you can use to analyze a retailer. Later on I will show you some analyses of a specific retail by chosen cohorts

Preview 02:11

Here I show the example of analyses of a specific retail by chosen cohorts

Preview 04:20

In Retail you have space that you divide among different product groups. For every group you should calculate the total margin using sales density, % Gross Margin and space allocated to specific group. You have to analyze their performance and decide how to split the space. In this lecture I will show you the general concept

Preview 01:51

Here I show an example of a product range analysis

Preview 03:30

In this lecture you will learn to calculate sales and margin density for a Retailer using pivot and sumifs function. I will also show you what conclusion you should draw from it.

Sales and margin efficiency of retail
15:39

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Inventory analysis - Introduction
03:10

We will continue with the example from previous lecture. In this  example of single store when we look at the sales and inventory level it is clear that there is too much stock. Let’s see what we can do about it

Inventory analysis - Excel
03:12

Store Check come in handy whenever you are talking about B2C physical products, services and retail. This methods gives you solid facts on which you can build your business

Store checks - examples in retail
07:09

At some point you will start considering expansion. I will show you in this section how you can expand your retail business and how to decide what to do

Introduction to Expansion
02:23

Once your business model is right you will want to expand and grow. There are some options to do that and I will show them in this lecture

Expansion of current model - options
01:51

If you are present on specific market you want to know when you will reach a saturation market – the maximal number of shops that will not cause much cannibalization. I will show you how to approach this subject

Saturating existing markets - intro
01:00

We will now try to check in practice how to find saturation point for a retailer. In this lecture I will introduce the case that we will work with for the next few lectures. You will be asked to find the saturation for grocery store operating in Poland

Saturating existing markets – Introduction to the case study
01:11

In this lecture we solve previously introduced case.

Saturating existing markets – Data for the case study
03:12

In this lecture we solve previously introduced case.

Saturating existing markets – Number of Stores
03:09

In this lecture we solve previously introduced case.

Saturating existing markets – Stores by concepts
03:04

In this lecture we solve previously introduced case.

Saturating existing markets – Concept & Space
03:46

In this lecture we solve previously introduced case.

Saturating existing markets – Solution in Power Point
01:57

Creating an expansion strategy requires you to do a number of things. I will show you in this lecture how to approach this subject

Expansion strategy into other countries - introduction
02:48

In this lecture I will start the case study that we will be solving for the next few lectures. Imagine that you are a Spanish fashion retailer and you want to figure out which countries you should enter. Therefore, you prepare a ranking of countrires that show attractivness and the size of each and every market.

Expansion strategy into other countries – Case Introduction
02:17

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Data for the case study
03:44

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Which function to use
04:53

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Solution in Excel
03:32

In this lecture we solve previously introduced case.

Expansion strategy into other countries – Solution in Power Point
02:30

As the e-commerce has been significant distribution channel traditional retailers were forced to transform into multichannel players (operating both in traditional stores, offline word as well as online business) Here I will show you the main challenges and how to tackle them

What is multichannel?
02:14

Let’s have  a look at the main problems with multichannel

Main problems with multichannels
03:56

Imagine that you have a chain of physical stores and on-line store. What pricing would you use? How you would come up with the right pricing?

Pricing dilemma - case study - Problem
01:57

In this lecture I show you the solution to the case you had to solve in the previous lecture

Pricing dilemma - case study - Solution
02:42

When you start building more stores you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subject

Cannibalization of sales by off-line - Introduction
02:13

When you start building on-line presence you are bound to cause a lot of cannibalization. I will show you in this lecture how to approach this subjec

Cannibalization of sales by on-line – Introduction
02:32

Let’s have a look at an example of cannibalization

Cannibalization of sales - case study
01:19

Let’s have a look at an example of cannibalization

Canibalization - tips how to solve the case study
01:01

Let’s have a look at an example of cannibalization

Cannibalization of sales - case study - Calculation in Excel
03:42
+ B2B Services
19 lectures 01:00:33

In this section I will discuss main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance

Preview 01:06

B2B Service firms use mainly its own sales force team. However, more and more options are available. We will this this subject in this lecture.

Overview of Sales in B2B Services
01:07

In this lecture I will show you what matters the most in marketing in this business model

Overview of Marketing in B2B Services
02:41

There are number of challenges in the Sales and Marketing in B2B Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project

Main challenges in sales and marketing in B2B Services
02:55

The next few lectures will be cases that will give you insight and practical tips. Here I will show you what you can expect in next lectures.

Introduction to cases for B2B Services
01:18

There are many ways in which you can set the price for a consulting project. I will show you different methods in which you can set your price, what are the implications of each and one of them and when they can be used.  I will also discuss the advantages and disadvantage of each and one of them.

How you can price consulting projects?
05:38

Here I show you how to calculate the price and the profitability of a consulting project using fixed fee and times and material formula. You will get also template in Excel shown in the lecture as an attachment in additional resources

Calculating the price and profitability of a consulting project
06:52

Here I show you how to analyze the profitability of sales channels in Consulting

Preview 01:59

Here we show to analyze the profitability of sales channels

Analyzing the profitability of sales channels - example
03:54

Here we show to analyze the profitability of sales channels

Preview 08:19

In B2B Services since you have already a nice base you try to sell them more of your products. The best example are big 4 auditing companies. I will discuss the general preconditions for cross-selling and introduce the case we will be solving in next lectures

Cross-selling – Introduction
02:57

In this lecture I will show you how to solve the case shown in the previous lectures.

Cross-selling – Solution
03:24

Quite often it makes sense to remove some of your customers. In this lecture I will discuss when you should do it and I we will do a short introduction to the case study

Which customer should you remove – Introduction
02:13

In this lecture I will show you how to solve the case shown in the previous lectures

Which customer should you remove – Solution – Analysis of Current Margins
02:07

In this lecture I will show you how to solve the case shown in the previous lectures

Which customer should you remove – Solution – Potential Improvements
02:43

In this lecture I will show you how to solve the case shown in the previous lectures

Which customer should you remove – Solution – Some tips
02:09

Price formula in B2B services can drastically impact the margins and net profit. In this lecture we will go through a case that will show you how to approach analysis of price formula with uncertainty on the scenario that will happen

Which price formula is the best for my profits – Introduction
02:47

In this lecture I will show you how to solve the case shown in the previous lectures

Which price formula is the best for my profits – Solution – Times & Materials
03:47

In this lecture I will show you how to solve the case shown in the previous lectures

Which price formula is the best for my profits – Solution – Mixed Options
02:37
+ B2C Services
15 lectures 37:49

In this section I will discuss main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from restaurant chain, beauty salon chain and others. I will show you how to check whether new product introduction make sense, how to increase profits by 10% and other cases

Preview 00:44

In terms of sales and marketing B2C services are similar to Retail. We will briefly discuss the sales in B2C Services

Overview of Sales in B2C Services
01:19

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at specialized place.

Main challenges in sales and marketing in B2C Services - Part 1
03:32

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss services performed at customer place that require a person.

Main challenges in sales and marketing in B2C Services - Part 2
02:18

There are number of challenges in the Sales and Marketing of B2C Services. We will discuss them in this lecture briefly to give you a taste of what you can expect during a consulting project. In this part I will discuss scalable productized services

Main challenges in sales and marketing in B2C Services - Part 3
02:38

Here I will show you what cases we will cover in this section

Introduction to cases for B2C Services
01:01

The impact of the price change on your profit will depend on a few factors. I will discuss in this lecture on what you should take into account and how to calculate it .

What will be the effect of the price increase – Introduction
02:09

In this lecture I will show you how to solve the case shown in the previous lectures

What will be the effect of the price increase – Solution - Impact on coffee only
04:01

In this lecture I will show you how to solve the case shown in the previous lectures

What will be the effect of the price increase – Solution – full impact
02:34

Not always an introduction of a new product makes sense.  I will show you here how to check whether you are making the right decision. We will be using in this case a salad fast food that has just introduced 2 new products and you want to check whether it makes sense.

Preview 02:33

In this lecture I will show you how to solve the case shown in the previous lectures

Preview 03:43

In this lecture I will show you how to solve the case shown in the previous lectures

Preview 02:14

There are plenty alternative ways on the sales side to boost profits. Here I will show you how to analyze it and what should be the way forward

How to increase the net profit by 10% – Introduction
01:22

In this lecture I will show the solution to the case study introduced in the previous lectures

How to increase the net profit by 10% – Solution – Current Level of costs
03:44

In this lecture I will show the solution to the case study introduced in the previous lectures

How to increase the net profit by 10% – Solution – Analysis of different options
03:57
+ SMCG
53 lectures 02:20:44

Here I will show you how to analyse sales and marketing issues in SMCG business model

Introduction to sales and marketing in SMCG
00:51

In this lecture I will show you the main way in which you are selling products if you are SMCG company

Overview of Sales in SMCG
01:59

In this lecture I will show main ways to market SMCG products

Overview of Marketing in SMCG
04:22

We will discuss here the main challenges that you have to have if you are working in SMCG business

Main challenges in sales and marketing in SMCG
04:06

I will go through the cases that we will discuss in this section and that will help you to analyze and improve sales and marketing in SMCG

Introduction to cases for SMCG
01:32

You can also think about adding new products within existing categories. This is what we will discuss in this lecture

New products within old categories – Case Introduction
01:25

Here I will show you the solution to the previously introduced case in Excel

New products within old categories – Case Solution - Vaccum Cleaners estimation
03:57

Here I will show you the solution to the previously introduced case in Excel

New products within old categories – Case Solution - the rest of estimation in E
03:05

Here I will show you the solution to the previously introduced case in Excel

New products within old categories – Case Solution - Power Point
01:59

Imagine that you are working for a smartphone producer that considers direct distribution. In this lecture we will start thte case study where your task will be to check whether it makes sense or not

Direct Distribution – Case Introduction
02:37

I will show you in this lecture what KPI I the retail business model driven by. This will help you understand the modeling in Excel done in next lectures

Business model of Retailer - main drivers
02:12

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - transaction version - 1 store
03:58

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - transaction version - retail chain
04:04

Here I will show you how to model the Retailer business in Excel.

Business model of Retailer in Excel - sq m version
01:07

We are returning to the case study where we try to model the SMCG business - smparthone producer that wants to set-up his own retail chain

Direct Distribution – Back to the case study
01:23

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Current Net Margin
03:45

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Modeling 1 store
03:40

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Future Net Margin
02:58

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Comparison
03:37

In this lecture I will show you the solution to previously introduced case study

Direct Distribution – Solution in Power Point
01:57

Let’s imagine that you have to decide which method to support sales reps that work for retailers will be the best one. Help you customer analyze which method is better. We will discuss what other methods are used by your competitors and what you should pay attention to in order to decide which methods is better

How to motivate not yours sales reps – Case Introduction
02:33

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Trainings
04:58

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Contests
02:17

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Incentive trips
02:32

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Loyalty program
02:19

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Summary and Comparison in Excel
02:01

In this lecture I will show you the solution to previously introduced case study

How to motivate not yours sales reps – Solution in Power Point
02:26

Imagine that you work for a car producer that wants to give certain discount for those who exchange their old car for a new one. Try to analyze and find out whether it makes sense or not and how much additional margin he can generate from this tactic

How much should you give for the old product – Case Introduction
01:45

In some cases it makes sense to pay the customer for the older version of the product. We will discuss in this lecture under what conditions it makes economic sense

When it makes sense to pay your customer for older version of the product?
03:49

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Costs
03:01

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Benefits
03:22

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Summary
00:58

In this lecture I will show you the solution to previously introduced case study

How much should you give for the old product – Solution in Power Point
02:09

More and more SMCG businesses are considering switching from just selling the product and loosing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time

From SMCG to service – Introduction – Part 1
03:03

More and more SMCG businesses are considering switching from just selling the product and loosing track of the customer to selling service which usually, helps you increase your link with your customer base and earn more at the same time

From SMCG to service – Introduction – Part 2
04:43

Here we will introduce the case study of smartphone producer who wants to swtich from selling the product to selling the service. We will try to estimate and compare both options and see what makes more sense.

From SMCG to service – Case Introduction
00:53

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – If sold as a product
04:18

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – If sold as a service – Part 1
03:01

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – If sold as a service – Part 2
03:01

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – Comparison
02:06

In this lecture I will show you the solution to previously introduced case study

From SMCG to service – Solution in Power Point
02:41

Imagine that you are working for a ceramic tiles producer that wants to change the frequency at which customers are remodeling its houses. Your task is to analyze and decide which way is the best

How to shorten the lifespan of a product – Case Introduction
01:59

There are some standard ways to make people shorten the lifespan. In this lecture we will discuss them

How to shorten the lifespan of a product – General rules
03:49

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Current Situation
02:46

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Fad
02:35

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Lower Costs
01:46

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Simplify Exchange
01:23

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Parameters
02:24

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Comparison
01:22

In this lecture I will show you the solution to previously introduced case study

How to shorten the lifespan of a product – Solution in Power Point
01:56

The customer base becomes more and more important for SMCG business. We will discuss in this lecture why

Why you care about the customer base?
03:24

Here I will show you what do we mean by customer value and how to calculate it

What is the value of the customer base – Introduction
02:01

There are some ways in which you can increase the value of your customer. We will discuss them in this lecture

How to increase the value of the customer base
02:49
+ Conclusions
1 lecture 01:14
Bonus Lecture: up to 90% discounts for all my courses
01:14