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Product Management For Margin Growth

Product Managers can be major catalysts for sales and margin growth.  Product Management is often under-utilized as a high impact position.  Many product managers come in directly from sales roles or technical positions to handle technical matters or narrowly focused product related issues.

The Product Management for Margin Growth Workshop exposes product managers to a variety of alternate strategies for growth and works with the students to identify those that offer potential for their organization.  The program details how to analyze alternative strategies financially and strategically, and how to implement the best ones.  Selling more of your current products, winning new customers, new products or product improvements, marketing opportunities, how to identify and penetrate a niche market; it is all covered in this program. 

The Product Manager is often the front line on pricing decisions so time is dedicated to pricing related issues.  Students see firsthand in real world scenarios the opportunities a healthy pricing and value strategy affords, understand the potential dire consequences of a hasty pricing decision, and how to implement pricing disciplines.  A lower price does not always lead to more volume.  Industrial Selling Skills exclusive “Match Up” approach to competitive analysis helps product managers isolate and deal with pricing issues effectively.
Product Management for Margin Growth also illustrate some of the more common challenges faced by the product manager and how to overcome them; 

  • “The sales force doesn’t report to me, how do I get results through them?” 
  • “How do I motivate our distributors?”
  • If I introduce a “value line”, what will happen to my sales?
  • Margin percentage or margin dollars?  I need both! 

Students are exposed to the various functional perspectives including sales, marketing, manufacturing, engineering, and accounting, and shown how the Product Manager can be the cross functional solution finder that can get ideas to market. 

Product Management for Margin Growth is a facilitated workshop format where students work through issues directly related to their products and services as they work through the course exercises and develop alternative strategies for their product line.    

Who Should Attend?   

The program was designed from a manufacturer’s perspective but it is also ideal for product managers serving in distribution organizations as well. 



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