Every enterprise seeks to increase sales and enhance profitability, which is entirely comprehensible. Nevertheless, the paramount consideration—especially during this coronavirus pandemic—is to retain your existing clients and ensure operations continue as smoothly as feasible.
Many firms, primarily in retail, are closing for the foreseeable future, which is justifiable. We must persevere, and a path will emerge as we progress.
Nevertheless, the positive aspect is that we SHALL persevere and emerge successfully. Certain corporations may indeed gain financially by elevating prices for in-demand, scarce commodities; but, the moral implications of such actions warrant more consideration. Consequently, the enterprises that will thrive in the long term are those who commence strategic planning at this juncture.
This entails continuous market research, since businesses recognise the inevitability of change. Consumer shopping behaviours evolve, and trends that are popular now may become obsolete tomorrow; failing to adapt promptly can result in rapid corporate decline. Consider Blockbuster video rental establishments as an illustration. That was an immense enterprise. However, it failed to recognise that companies providing internet access to television episodes, films, and sports would thrive. When it eventually acknowledged this, it attempted to address the issue in a fundamentally misguided manner due to its managers’ lack of understanding of client desires.
Monitoring competitors is essential; however, identifying additional opportunities is even more critical. Consider major corporations whose toothpaste brands faced challenges in the late 1990s. The company expanded into related sectors within the same industry, focussing on teeth whitening and dental hygiene products. It employed same methods to target the same clientele, achieving over $200 million in sales for each new product within a year. It accomplished this by employing market research to determine the types of things that those clients would prefer to purchase. This is a method for monitoring the market and diversifying your business by entering new territories outside the original scope.
It is essential to conduct research on both your customers and your competition. What are they currently engaged in? Are they developing a new product or service, and if so, is it feasible? This might assist you in determining the potential profitability of expanding into a new region for your firm.
It is essential to evaluate the advantages and disadvantages of your competition. Can you leverage any existing shortcomings to your benefit? There may be methods to distinguish your goods or service from theirs. Consider conducting ethnographic investigation to determine if your product or service can target a specific demographic sector.
Nevertheless, merely evaluating your consumers and competition is insufficient. It is essential to possess a comprehensive awareness of the entire market and the potential of any new development. Otherwise, you may deceive yourself into thinking that earning a few thousand (or million) pounds year is your maximum capability, while in reality, your potential could be significantly more. A market research firm can provide a comprehensive perspective and facilitate broader thinking.
Numerous questions require assessment, particularly regarding the total market size and whether it is rising or contracting. What is the total number of customers? What is the level of competition? Exist any obstacles to entry? Is there a likelihood that new entrants may intensify competition or offer more affordable substitute products? All these factors must be evaluated prior to investing in a new product or service. Consider that this resembles initiating a business from the ground up, even if it operates within a related market. While you may own substantial continuing income, relocating to a new place incurs expenses; therefore, it is essential to ascertain whether it holds adequate potential prior to making the transition.
Additional factors to examine include technical advancements, alterations in governmental regulations, economic indicators, and the potential impact of the coronavirus on future corporate operations. All factors must be considered, and a market research firm can provide significant assistance.
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