2018_2q_omron_e
23/45 - Growth Structure (3): Sales Expertise Enhancement
【テロップ】
※各テロップ文字をクリックすると該当の場所がピンポイントで閲覧できます。
00:22:56.7
Next, I will touch upon how we approached the selling process and communications with our customers. Prior to focusing on applications, it is probably true that we had tended to concentrate more on our hardware specs. For example, with PLCs (Programmable Logic Controllers), which require a high level of technological expertise, our sales process relied heavily on highlighting functionality. We will continue to promote the high level of functionality of our products, but value is generated in two ways when creating solutions by combining hardware with software applications. First, we provide our customers with even more innovative solutions allowing them to revolutionize how they manufacture products. For Omron, average customer spend increases ten-fold relative to what it was when we were focused on selling PLCs. This style of sales is positive for Omron since it improves sales productivity as well. The benefit to the customer and improved selling efficiency are the key features of our new sales approach.
【ノート】