Is Profitable Growth important to your organization? Is your sales team chasing market share or top line revenue growth? This is the mindset of a traditional Japanese sales organization. Unfortunately, it might not be the best approach for your bottom line.
When Caterpillar bought out its Japanese joint venture after 50 years of operation, the sales organization was suddenly confronted with a different ‘definition of winning’ and much higher profitability targets. Join Harry Kobrak, Caterpillar Japan’s Representative Operating Director for Sales, for a discussion of how the company successfully changed the mindset of the sales organization to focus on profitable growth – and in the process succeeded in exceeding corporate profitability targets while growing retail market share.
Caterpillar Japan’s annual revenue of more than a billion dollars is generated by selling a diverse product portfolio via 4 dealers with over 150 locations across the country. Harry will share examples of how sales training, product optimization, promotional strategies and pricing changes were deployed to grow both customer value and margins.
For more information about the speaker, please click here.
Carlo La Porta, Thomas Shockley, Eric Wedemeyer, Co-Chairs
Reiko Osa, Kjell Yadon, Vice Chairs
ACCJ Sales Development Committee
Steven Bleistein, Thomas Shockley, Co-Chairs
Annie Chang, Mary Nishikawa, Vice Chairs
ACCJ Independent Business Committee
NOTE 1: This presentation is OFF THE RECORD.
NOTE 2: If you cancel after the stated deadline, the full meeting fee will be charged to your account. Sorry, no substitutions or walk-ins.
NOTE 3: If you are driving to Tokyo American Club, please inform the ACCJ in advance as arrangements must be made and a 1,700 yen parking fee will apply.
If you need to cancel your registration due to illness, travel to affected areas within the past 14 days, or contact with someone who has traveled to affected areas, and the cancellation deadline has passed, please contact firstname.lastname@example.org and accommodations will be made through March. For more details, please click here.
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