The Strategies that made Mary Kay Successful - 2
Limiting the Product Line
Last post we talked about the value that comes from limiting the product line a company offers. The value in that was the ease in which sales reps could learn the product and become experts in all the products.
The second value in limiting a product line is that you can make on-the-spot deliveries which can increase sales because of the ability to fulfill instant gratification.
There's no time for someone changing their mind about an order they had to wait for; the order was right there and they could take it and use it immediately.
When you couple the value of knowing the products use and purpose completely with the customer being able to use in at the time of the sale, it was a powerful sales tool which worked time and again for the Mary Kay company.
In today's business climate this is still some of the more desired traits in customer service - to have knowledgeable sales people and fast access to a product. Those that can do this best will sell more products or services.
The key isn't more complexity and details in training, but focusing on the most valued products and knowing them from top to bottom, and having ample supplies at all times.
Not only did Mary Kay do it, but even Sam Walton knew that he could never fulfill his business dream if he didn't have a system in place to quickly move merchandise from warehouse to the stores fast. Again, those who do it best will win, it's as simple as that.
Other Mary Kay Resources:
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