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Proposta di vendita
Percentuale delle vendite dei partner di Contoso
L'allineamento commerciale con Contoso offre a Litware la notevole opportunità di occupare una posizione di leadership nel mercato e di offrire qualità, coerenza e innovazione ai propri clienti.
Aumento delle vendite di TV
Aumento delle vendite post-engagement
2010 - 2014
Vendite in milioni
Crescita standard di settore
Prezzo medio unitario
Fotocamere e videocamere
TV e video
Totale vendite Contoso
Punti di forza
Impegno per l'innovazione
Approccio orientato al cliente
Linea di prodotti solida
Spinta continua oltre i limiti della tecnologia
Ingenti investimenti in ricerca e sviluppo
Lancio di nuovi prodotti in ciascuna divisione ogni anno
30 anni di eccellenza nel servizio clienti
Fidelizzazione comprovata della clientela
Tendenza positiva sui social network rispetto alla concorrenza
Ai vertici nelle vendite del settore sin dagli anni '70
Ampia penetrazione nei mercati di televisori, impianti stereo e home theater
Principali fattori di differenziazione
Superiore alla media
Crescita di mercato maggiore per le aziende partner grazie alle vendite legate a Contoso
Di tutti i televisori 3D venduti l'anno prossimo secondo le previsioni sarà
con marchio Contoso
Dei post sui social network con tag Contoso contiene sentimenti positivi
5 su 6
Persone diventano clienti abituali
Il processo di allineamento commerciale
Esecuzione e misurazione
Per un domani migliore.
Ricavi Northwind 2011
47% delle vendite complessive dai prodotti Contoso
+ 6% - TV a schermo piatto
+8% - Stereo
Incremento vendite Contoso
Vendite di TV 3D determinate da Contoso nel 2011
I nostri fedeli clienti
Vendite aumentate del 13%
Fedeltà al marchio 80%
Premi per l'ambiente
Un impegno verso il futuro
Impegno verso le pratiche sostenibili
CONTOSO RIUTILIZZA E RICICLA IL 55% DELLE PARTI
TV ACQUISTATA DAL CONSUMATORE
RIPORTATA A NORTHWIND PER IL RICICLO
TV PRODTTA DA CONTOSO
Impegno verso lo sviluppo della tecnologia
Introduzione ai nuovi prodotti innovativi per il 2012-2013
Audio surround wireless
The current consumer electronics market is experiencing unprecedented change—and with that changes comes great opportunity. Together, Litware and Contoso are ideally poised to take a market leadership position and deliver quality, consistency, and innovation to their customers.
Increasingly, people live life with their devices in hand. They are always on and always connected, so they require more from these devices—more power, more speed, more seamless integration. The industry challenge remains clear: Understand your customers, anticipate their future requirements, and deliver above their expectations.
That’s why a Litware-Contoso partnership makes sense. No one in the consumer electronics market has a better understanding than Contoso of its long history of exciting innovation, turbulent disruption, and remarkable growth. And no one in the market consistently navigates through these changes and empowers its partners like Contoso.
Sales analyses from 1974-2013 show clear revenue growth from year to year, with compounding benefits as collaboration between companies increased. More recently, Northwind has realized increased sales of 15.6% over expected from 2010-2014, due to Contoso partnership (Figure 1). That’s the kind of value Contoso can bring to Litware. Immediate, impactful growth across your consumer electronics divisions.
But it goes beyond sales—Contoso delivers innovative, high-quality products in a manner aligned with your business goals. In 2014 alone, we’re scheduled to launch several groundbreaking products in our television and home audio markets.
Contoso has a 30-year history of excellence with its customer-focused approach, consistently giving buyers what they want: innovative, high-quality products for competitive prices from companies they know and trust. Contoso has a solid reputation; in fact, across Twitter trends from 2012-2013, the company was highly correlated with positive word associations among users who tagged Contoso.*
*Analytics for Twitter determines tone by looking for keywords in tweets. Each keyword is assigned a score, and the net score within a tweet determines its tone. The Tone Dictionary maps keywords to values in order to evaluate tweet tone.
At Contoso, customer satisfaction is a guiding value, and the social media feedback shows that we take this value seriously. Want a deeper level of customer engagement and satisfaction? That’s what Contoso can help provide.
Contoso is also committed to innovation. From that first music center onward, Contoso has been about pushing the boundaries of what’s possible. Thanks to consistent and substantial investments in research and development, Contoso has launched a variety of cutting-edge products over the years. Now, Contoso is on the cusp of new breakthroughs in smart TVs and 3D TVs, true surround-sound stereo systems, and immersive home theatre experiences.
Contoso also maintains a robust, well-selling product line. From the original CR-113 television to today’s diverse array of electronics, Contoso covers the breadth of the market with its excellent devices and reputation.
From 2010-2014 alone, partners like Northwind have realized up to 86 percent over projections market growth by integrating Contoso product lines. Moreover, analysts are projecting Contoso to capture up to 42% of the burgeoning 3D TV market in the next year.
Perhaps even more telling than the analyst reports are the users themselves, and Contoso reputation there is well-deserved. Almost 96% of social media postings on Twitter and Facebook rate positively, and polls show that 5 of 6 people who purchase a Contoso product buy another when they purchase again.
Of all the companies that Litware can work with, what makes Contoso different? Four key points, discussed in more detail below, prove how our partnership would be unique and powerful:
• Customer-focused approach.
• Partnership around mutual benefit.
• Aligned priorities and goals.
• Evidence and case studies.
Here’s more good news: We have simplified our process for integrating with your business. The step-by-step partnership approach is organized in three phases: evaluate, plan, and execute & measure. Each is intended to build directly on the phase before it. All are designed to be straightforward and easy to enact. Please note that each phase is more thoroughly documented in the supplemental materials provided by Katie Jordan.
Evaluate: In this phase, Contoso works with you to identify key strategic alignment areas, opportunities for collaboration, and potential new offerings.
Plan: Once we’ve identified the targets, Contoso representatives will organize the timelines and commitments for the proposed approach.
Execute & Measure: In this phase, the plan is carried out and the potential benefits are realized.
It’s time to start working—together. Katie Jordan will contact you in the next few days to talk about next steps and the proposed approach. If you’d like to start sooner or want additional information, please contact email@example.com to learn more.
Focusing on current numbers, we can see the Northwind/Contoso relationship is stronger than ever.
In 2011, Northwind’s overall worldwide sales topped $354 million.
Of that, 36.7 percent were from the sale of electronics.
In that category, 42.5 percent of Northwind sales were of Contoso products.
Due to Northwind’s exclusive contract with Contoso, Northwind saw a profit margin from Contoso-produced products that was 17.5 percent higher than sales of similar products manufactured by other brands.
In the flat-screen TV category, Northwind-brand TVs created by Contoso comprised 47.2 percent of Northwind sales, an increase of 5.4 percent compared to 2010.
In the stereo category, Contoso-produced Northwind-brand stereos made up 41.4 percent of Northwind sales, a 7.8 percent increase over 2010.
An analysis of overall Northwind sales in 2011 shows that Contoso-produced Northwind brand products are making up an increasing share of overall sales.
A prime example is 3D TVs, which saw a marked increase to 60% of overall Northwind 3D TV sales in 2011.
If we look at 3D TV Sales over 2010 and 2011, we can clearly the overall trend of customers increasingly choosing Northwind brand 3D TVs.
In the first half of 2010, Contoso brand 3D TVs made up just 27% of overall 3D TV sales.
However, by the end of the first half of 2011, that had increased to 42%.
By the end of 2011, it had increased to just over 60%.
Customer survey (Jan. 2012): A customer research survey, co-sponsored by Contoso and Northwind, was conducted at the beginning of 2012.
Survey asked consumers why they chose to buy Northwind-brand electronics over other name brands.
Phrases that emerged most often from consumers: “value” (26 percent) , “trusted” (23 percent), “quality” (21 percent), and “innovative” (19 percent).
All of these phrases map back to both companies’ core values, proving that Northwind’s and Contoso’s shared approach to business is paying off.
Longer-term trends: Customer research to determine why consumers were increasingly choosing the Northwind brand.
Worldwide recession that began in 2008 has been a major factor.
Consumers have less discretionary income.
Turning to trusted brands that are perceived to be good quality yet still a good value for the money.
Northwind/Contoso products hit the sweet spot that consumers are looking for innovative, good-quality products for a good price from companies they know and trust.
Sustainability: Customer surveys have also shown that consumers have become conscious about where they make their purchases, and they are increasingly choosing to buy from companies that they perceive as having values of honesty and integrity as well as sustainable manufacturing processes.
Since its beginnings, Contoso has been at the forefront of new ways to produce and distribute products that have a reduced environmental impact and a smaller carbon footprint.
In 2008, Contoso initiated a recycled materials program that set an ambitious goal: its products would be comprised of 25 percent recycled postconsumer content by 2015.
The latest figures from 2011 show that Contoso is on track to meet that goal, having increased its recycled materials to 17 percent from 12 percent in 2010.
A ground-breaking new program
Contoso is also excited to announce a ground-breaking new program that it is working on with Northwind: the Full-Cycle Program.
Contoso and Northwind will work together to manage the full customer life cycle from “cradle to cradle.”
In this model, products go from manufacturer to retailer to customer, then back to the retailer, then back to the manufacturer.
Product is disassembled, and parts are reused or recycled in the production of new products.
After an initial investment, this program has been projected to save Contoso 15 to 20 percent per year in manufacturing costs.
With the renewal of its contract with Contoso, Northwind ensures its participation in this innovative and noteworthy program and the potential for savings in manufacturing and distribution costs in the near future.
With Northwind support, Contoso research and development has produced some of the most innovative electronics products of the past 35 years.
While Northwind brand has always been known for good quality and value, in the next two years, Contoso plans to unveil a suite of high-end products that consumers may be accustomed to seeing only from upscale electronic brands.
Contoso products that are scheduled to launch in 2013 and 2014 include cutting-edge smart TVs, 3D TVs, true surround-sound stereo systems, and immersive home theatre packages.
Renewal of the Northwind/Contoso partnership will ensure that these products will be available exclusively at Northwind retail outlets worldwide.
Sneak peek at NC-3DR4 Cinematic 3D TV
Immersive 3D experience
Comes in 47” and 55”
True surround-sound speakers
Full HD 1080p resolutionbrand products are making up an increasing share of overall sales.
In this model, products go from manufacturer to r