BCG’s Marketing & Sales practice helps clients translate deep consumer insights into revolutionary thinking about all aspects of marketing, sales, and pricing strategy—from planning through execution. We combine a rich understanding of organizational processes with rigorous analysis to unlock the full potential of a company’s marketing and sales assets and resources.
Our areas of expertise include:
- Marketing: BCG understands that highly effective messages result in higher sales. It takes a refined marketing organization to present a company’s offerings in a clear, effective manner that optimizes all available channels. We help our clients build strong marketing teams supported by expert skills, insights, and strategies.
- Sales: No matter the industry, we know how to help our clients leverage sales capabilities to improve efficiency and increase sales revenue. We have in-depth expertise in all aspects of high-performance sales activities—consumer needs and customer research, channel management, sales force effectiveness, and key account/key relationship management.
- Branding: Utilizing a set of proprietary tools and methodologies, BCG helps each client build and sustain a successful brand that is aligned with its core strategy and firmly linked to customer perceptions and needs.
- Pricing: Pricing is a powerful lever. We have broad experience helping clients in various industries develop appropriate pricing strategies that shape customer behavior, impact profit levels, and drive brand perception.
- Go-to-Market Advantage: Using an integrated approach, BCG's go-to-market advantage (GTMA) program helps clients diagnose current sales and market capabilities, analyze areas for improvement, and position the organization for lasting change. All of this is accomplished through the use of sophisticated process and change-management tools, as well as a comprehensive GTMA program manual.
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Hubert Hsu Senior Partner & Managing Director Hong Kong +852 2506 2111 |
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Waldemar Jap Partner & Managing Director Hong Kong +852 2506 2111 |
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David Jin Partner & Managing Director Shanghai +86 21 2306 4000 |
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Carol Liao Partner & Managing Director Hong Kong +852 2506 2111 |
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David Michael Senior Partner & Managing Director Beijing +86 10 8527 9000 |
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Christoph Nettesheim Senior Partner & Managing Director Beijing +86 10 8527 9000 |
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Vincent Lui Partner & Managing Director Hong Kong +852 2506 2111 |
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Publications
December, 2008
[PDF]Upend the Downturn with Strategic Pricing
If your pricing strategy is more than a few months old, it's already obsolete. The current downturn is affecting the primary drivers of pricing: consumers' willingness to spend, competitors' prices, and company economics. But downturns don't have to be all bad news. They can be an opportunity to capture market share and secure long-term competitive advantage. Pricing is a critical and powerful lever in this effort.
October, 2007[PDF]Winning the Hearts and Minds of China's Consumers
Until recently, global companies in China have focused on geographic expansion in search of new consumers. Going forward, the game will shift to one in which consumer marketing is the source of greatest advantage. BCG’s recent survey of 4,000 Chinese consumers across 13 cities indicates that emerging trends in China are playing out in ways that differ from other markets. It is a complex market with striking cross-generational disparities. And unlike in the West, trading up beats trading down.
BCG in the News
July 26, 2010
China Business Review
Building a Winning Sales and Distribution System Companies with successful sales and distribution systems in China have adopted certain common best practices.
May 05, 2008
Business Management Review
How to Increase Sales Force Effectiveness Key to increase sales force effectiveness is analyzing situation, making corresponding strategy, and developing proper training and good implementation.
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Wealth Markets in China: Seeking the Opportunity to LeadMore -
The World’s Next E-Commerce Superpower: Navigating China’s Unique Online-Shopping EcosystemMore -
The Dragon Wants to Spend: Turning the Corner on Consumer Lending in ChinaMore -
Dressing Up: Capturing the Dynamic Growth of China’s Fashion MarketMore -
Navigating the New Consumer Realities: Consumer Sentiment 2011More