Who doesn't suffer from this? Only a handful of companies are not anxious about their profit margins. There are a number of areas that can cause poor profit performance and could be targeted to improve profitability. Typically, companies focus on short-term, cost-cutting measures to alleviate this problem, but this is a naive strategy and typically just creates a downward spiral effect, which becomes harder and harder to stop. A more intelligent approach is to use the Market Engineering System to identify areas in which implementation of a measurement-based strategy will stimulate increased profitability.

10 Ways Market Engineering Can Help Improve Your Profitability

1. It identifies opportunities to increase sales.
2. It eliminates non-performing marketing programs.
3. It increases marketing efficiency.
4. It creates an optimal distribution sales strategy.
5. Competitive Engineering measurements identify re-engineering needs.
6. Market Engineering improves communication, which induces efficiency in goal attainment.
7. It sets clear, measurement-based strategies to attain profit goals.
8. It monitors profitable competition for key areas of profitability.
9. Customer Engineering improves your sales-per-salesperson ratio, which spurs profitability
10. It produces a market-oriented company, improving market share and profitability.

The following questions will help our consultants target their strategic advice to your specific situation. Once we receive this information, our consultants and market analysts will analyze your situation based on the Frost & Sullivan world database of market information, applying years of practical industry experience and current market conditions. There is no obligation and no cost for this service. Please take time to answer the questions in as great detail as possible. Your responses will be kept strictly confidential and will only be used to create carefully targeted strategic advice.

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Challenge Questions: Declining Profitability

1. In what market is your profitability below expectations?
2. Why do you think profitability is low?
3. What is the average profitability of the competition?
4. Do you know the profits of all the competition as a percentage of their sales?
5. What areas of your company are the most inefficient?
6. Is your company performing competitive benchmarking to find new areas for improvement in efficiency?
7. Is your pricing based upon the market in a way to maximize profit?
8. Do you know the competitors' prices and sales figures in units?
9. Are low sales acting as a major contributor to your poor profitability, or is the problem inefficiency in operations?
10. What percentage of your sales dollar goes to marketing and sales expense?
11. Is there a measurement-based marketing and sales system in place to eliminate non-performing investments?
12. How is your sales force organized?
13. How efficient is your sales force?
14. What is your company's recognition and recall rate?
15. What is your company's market share in this market?
16. Is your market share reasonable based on your product line?
17. What is your desired profitability measurement?
18. Have you been that profitable before?

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