Akash C.Mathapati

The Tailoring Route:Delivering Fitting Solutions

Akash C.Mathapati

Akash C.Mathapati

Sumitomo Forestry Co, Ltd System generates an order form a& assigns,

customers project to a construction team that will quickly make that design into reality

Levi Strauss & Co Levi’s turned to high point chemical (Vendor) a

north carolina based manufacturing of fabric and garment processing and finishing agents

Akash C.Mathapati

Providing A Perfect Fit Tailoring solutions are overtaking the market

place

Unlike their competitors, they create, cut & convert their goods and services to fit each customers specific needs

Rest of the companies do the opposite

Akash C.Mathapati

Providing the right product at the right time: 1st Model of Tailoring Auto Zone offer diagnostic tests, parts &

repairs advice to DIY car owners It’s a vehicular version of Home Depot It makes product selection, not selectivity, a

virtue Autozone possesses unmatched eagerness to

serve its customers well Every Autozone store carries a selection of

parts that matches the vehicles that dominate the market in its location

Akash C.Mathapati

It stores an electronic records of its customers 1200 outlets has instant access to customer

DB It ensure that customers get exactly what and

everything, they need at a great price

Akash C.Mathapati

Zeppelin Primary German distributor of Caterpillar Road

Working equipments Max’s customer efficiency by minimizing

disruptive breakdowns and mechanical failure It has mastered the art of anticipating It handles some 100,000 parts for more than

6,000 customers Zeppelin has built a detailed database of the

Cat machines its customers – mostly small & Mid sized contractors

Akash C.Mathapati

Zeppelin’s central parts distribution system handles 3 times the vol it did 20 years ago

It delivers 98 % of its orders within 24 hours Autozone & Zeppelin know their customers so

well & they have carefully aligned their businesses to their customers specific needs

Not every company manages inventories of an autozone or zeppelin scale

Akash C.Mathapati

Craft customer made solutions: 2nd Model of Tailoring 1993 private label jeans such as The Gap’s own

brand began to erode the denim jeans market for the first time

Competing with Levi’s Levi’s CSSC (Customer Service Supply Chain) Co is tailoring its service, literally Sonoco Products Company

a global provider of a variety of consumer packaging, industrial products, protective packaging and packaging supply chain services

approximately $5 billion, the Company has more than 19,000 employees working in 340 operations in 34 countries, serving some of the world's best known brands in some 85 nations.

Akash C.Mathapati

Embellish The Core Product Since its founding 1920, Pitney Bowes has

dominated the postage meter market Entered facsimile business in 1982 Focused on high end solutions designed to

meet the unique needs of fortune 1000 & Mid size Co’s

47% in corporate fax market Recognizing that major co’s need technology

to respond to the individual needs of its users

Akash C.Mathapati

Build Solutions from the Ground Up Tailoring is not easy Degrémont

A French water treatment co with purification plants in more than 70 countries.

Water treatment. Sewage treatment, industrial effluence cleanups

early 70 and 80 a string of successes followed including Design and Construction of Water Treatment Plant at Bhandup Mumbai, which was then Asia’s largest

since then and has to its credit more than 150 major installations across the country.

Akash C.Mathapati

Take Customers Problem Away:3rd Model of Tailoring Value Proposition in this model “We’ll do it all

for you” Baxter International’s tailoring for

Massachusetts General Hospital Seton Medical Center in Daly City, California,

saved almost $400,000 over two years Roadway Logistics Systems (ROLS) now know

as Caliber Logistics, Inc “Brains” Business – design & manage

integrated distribution systems for its customers

Akash C.Mathapati

Automotive plants – caliber logistics advanced computer system oversees and manages receipts of more than 1,400 parts from 300 suppliers

Caliber Logistics VP Sales & Marketing Views the ideal relationship between suppliers and

customers as “a close, ongoing collaboration. There’s got to be mutual respect & a sharing of responsibilities”

Provides avenues to expand & experiment with new tailoring

Consider Outsourcing

Akash C.Mathapati

The Coaching Route:

Guide Your Customers Toward Better Results

Akash C.Mathapati

Bring Out The Product’s Full Benefits:1st Model of Coaching Companies deal with underutilized products /

under exploited market Arms and Hammer

Coaching companies educate its customers About potential and previously unexploited

use of its products Increases product’s value and boosts sales Another variety of coaching is providing

manuals and instructional materials

Akash C.Mathapati

Home Depot – Professionally trained, highly experienced salespeople

SKF – Swedish manufacturer On job training to help customers optimize

performance of SKF products

Akash C.Mathapati

The Product Isn’t the Problem

Akash C.Mathapati

s/w HR information Management Start up services and ongoing support Ceridian Customers buy the product and the

assurance, that they’ll know how to use every facet of it

What’s holding other companies back ? Intense concentration on building superior

products

Coach with Outsider’s Assistance

Akash C.Mathapati

Shape Up the Customer’s Usage Process2nd Model Levi’s Strauss & Co and High Point Chemicals

tailoring efforts to create a variation on the stonewashed look

It up to retailers to promote and sell the New product

If retailers aren’t reaching end customers they will suffer and ultimately the manufacturers

LeviLink (installed electronic data interchange network)

Connects mfg division of the company with POS merchants

Akash C.Mathapati

Become the customer’s Trusted Advisor Staple National Advantage (SNA), a division of

staples For reshaping its customers procurement

processes 19995, SNA had 125 customer, 90%

committed to purchase $ 1 million annually Staples prices are highly competitive SNA changes customers process:

Scattershot buying to national approach Switch from paper based to electronic ordering

process SNA trains its customers to stop purchasing for

inventory

Akash C.Mathapati

Explore new ways of operating Sell Productivity, Not Products

Akash C.Mathapati

Break New Ground With The Customer:3rd Model Delaware-based MBNA Corporation is a bank

holding company. It is the parent company of MBNA America

Bank, N.A., the third largest issuer of credit cards in the world and the top issuer of affinity credit cards, issued in cooperation with professional associations, charitable organizations, and recreational groups.

Principal Competitors: BANK ONE Corporation; Chase Manhattan Corporation; Citigroup Inc.

Now know as Bank of Amercia

Akash C.Mathapati

Sierra Club (US largest & Most influential grassroots environmental Organization)

Markets through 5000 professional Organizations, sports leagues, retailers & National society of professional engineers

Cott Corporation Canada

Akash C.Mathapati

Lic and Axis Bank Came together for new credit card

The Tata Group in association with SBI Card launched credit cards