ISA LA Instrumentation2009handout
6
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society ISA – LA Instrumentation 2009 Creating New Market Opportunities for Instrumentation & Control Products Phil Sallaway Consultant 25422 Trabuco Rd. #105-346 El Toro, CA 92630 949-636-5286 [email protected] ©Philip E. Sallaway 2009
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Transcript of ISA LA Instrumentation2009handout
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
ISA – LA Instrumentation 2009
Creating New Market Opportunities for Instrumentation & Control Products
Phil Sallaway
Consultant25422 Trabuco Rd. #105-346
El Toro, CA 92630949-636-5286
[email protected] ©Philip E. Sallaway 2009
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
Creating New Market Opportunities for Instrumentation & Control Products
Agenda Customer Needs – Lamprecht’s 4 quadrants Boyds OODA Loop Real World Examples
Channel issues – Sales Down the Drain? Finding new products out in the open Rep Firm Grows Big in 08, strong in 09 High Tech New Market No, it is not just about price !
Wrap up & Conclusion
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
NEW STRESSES create
NEW BEHAVIORS create
NEW NEEDS create
NEW MARKETS create
NEW OPPORTUNITIES create
NEW ENTREPRENEURSHIP creates
NEW SALES (WEALTH)
Will your customers have new needs you can serve?
Creating New Market Opportunities for Instrumentation & Control Products
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
Old NewCustomers
New
Needs
Old
BOX 1Serve Old
Customers with Old Needs
New Ways
BOX 3Serve Old
Customers with
New Needs
BOX 2Serve New
Customers with Old Needs
BOX 4Serve New
Customers with
New Needs
Creating New Market Opportunities for Instrumentation & Control Products
By Rick Lamprecht
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
Boyds OODA Loop We decide to focus on our Old Customers New Needs
How do we identify those needs?
Creating New Market Opportunities for Instrumentation & Control Products
Philip Sallaway ISA–The Instrumentation, Systems, and Automation Society
Creating New Market Opportunities for Instrumentation & Control Products
Product – Brand Management
New Product Development
Market & Competitive Research
Philip E. Sallaway
Cell: 949-636-5286
E-mail: [email protected] Lamprecht “Business Doctor” at [email protected]
