We have talked a lot about how configurations and complexity affect an organization, but often we forget to look at customer-facing roles. While managing product complexity is important for product teams and production teams, it should also extend to the sales force.
At the end of the day, the number one mission for your sales team is to SELL. And often this push for revenue brings additional complexity back into the organization through new one-off configurations salespeople have promised to customers. Even worse is that these configurations might be one or two small changes away from a very popular and maybe more profitable configuration.
Product configurations can be used to shape not only customer demand but also sales behavior. Using a set of pre-ranked configurations based on metrics such as margin, days to sell or current inventory level, you can offer your sales team a structured plan that incents sales through tiered commissions.
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Tagged commission, complexity, CRM, cross sell, customer facing, customers, demand, POS data, Recommend, sales, sales commission, sales team, salespeople, salesperson, suggestive selling, upsell
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Recently I wrote about quality rankings for automotive manufacturers and the perception of these rankings in the market. While the marketing teams at these companies must shoulder the burden to convince consumers about their products’ quality, there is a very real connection between product quality and configuration management.
In many industries where products have grown over time with constant additions of new features and flexibility to allow customers to build to order, the level of complexity is staggering. Often the number of configurations sold on an annual basis is surprisingly close to the total units sold for that same period. This “snowflake” situation is one of the worst possible scenarios in product complexity as each unit has its own signature. Obviously, the production of these products also requires flexibility in manufacturing. This may result in reduced use of automation, and often it leads to units being reconfigured where components installed during one step are either removed or modified in a later step due to a unique situation.
These one-off manufacturing processes open the door for product quality issues due to fewer controls during production. Put simply, if I can reduce the number of different things that must be done during production I should be able to do those things better.
So product management teams have direct input on product quality via product complexity. Managing the product option mix to reduce the overall number of configurations can promote the increased quality that all manufacturers are looking for.
Tagged build to order, business intelligence, configuration, customers, demand driven, Intelligence, manufacturer, manufacturing, marketing, one-off, order fulfillment, profit, proliferation, quality
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One of the most important components in choice complexity is the product configuration itself, the mixture of product options that give a product its unique signature. Obviously the typical product orderable options are needed to analyze the complexity of a product, but other more abstract options can offer surprising insights into product and customer behaviors.
A typical car configuration has options such as sedan, V6 engine, automatic, blue, cloth, AM/FM/CD, sunroof. But more abstract items can be recorded along with these to offer more insight. Sales type can be recorded to analyze what types of product configurations sell better in promotional sales events as opposed to normal sales transactions. An attribute to record an extended factory warranty option may provide new ideas for packaging options together with additional warranty services that customers are moving towards.
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Tagged algorithm, analytics, attribute, attribution, choice combinations, complexity, configuration, customer fulfillment, customers, demand driven, demand shaping, long tail, margin, options, product, product extension, product mix, quality, sales mix, trends
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I often hear clients say, “We’ve been told by management that we should only have a standard and premium model.” Then product teams are tasked to fit the line to that limitation, while no product analysis was done to support the decision.
While reduction in configurations is important, how it is achieved is just as important. Using a quantitative approach earlier in this decision-making cycle can help the management team make an informed decision. Maybe a reduction to two models is just too aggressive; adding one additional model might be the difference in having proper market coverage. Examination of customer buying trends and patterns should be the first indicator for product direction. Determining product strategy based on market needs as opposed to retrofitting the product to an idea could lead to more effective product lines for both the manufacturer and consumer.
Tagged analytics, choice combinations, cost, cross sell, customer buying patterns, margin, product buying patterns, product choices, product management, product mix, strategy, suggestive selling, upsell
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Seems like it’s almost fashionable to kick the three U.S. automakers these days, and I rarely hear people mention U.S. built as one of their first choices. Yet people almost always cite reliability as one of their most important criteria for buying a vehicle.
The most recent J.D. Power and Associates rankings show that 2 of the top 5 highest-ranked brands for vehicle dependability are from U.S. automakers. Two other U.S. brands had top rankings in other vehicle segments. It seems that many foreign makers have a perception of quality that is based on past success or marketing. Manufacturing of products in the U.S. has seen a steady rise in quality over the past 10-15 years; the perception in the marketplace should keep pace. If nothing else, the data points out that buyers should consider U.S. brands and not jump to conclusions on outdated results.
