Press Release April 2014

Oliver Wight release new demand segmentation white paper

Business improvement specialists, Oliver Wight, have published a new white paper, !emand "egmentation# ahead o$ the curve%& 'he $irst in a series o$ post(recession& white papers, it provides practical advice $or organisations on how to advance segmentation, so the) can continue to meet changing consumer needs, e$$ectivel) and pro$itabilit), not *ust now but in $ive, 10 and 1+ )ears& time% Authored by Debbie Bowen-Heaton of Oliver Wight EAME and Todd Ferguson of Oliver Wight Ameri as! this is the first in a new series of white "a"ers designed to hel" organisations deal with the fresh hallenges "resented by the re overing e onomy# $ombining in-de"th thought leadershi" and a tual ase study e%am"les! the white "a"er e%"lains how demand segmentation is the surest way for businesses to deliver an effe tive ustomer res"onse! now and into the future# &With the ever-evolving habits of onsumers and fast- hanging nature of te hnology! organisations need to refo us on how to res"ond to their ustomers!' says Bowen-Heaton# &(t is im"ortant to understand that not all ustomers! hannels to mar)et! or "rodu ts are the same* and that a segmented su""ly hain res"onse is needed to manage this om"le%ity! es"e ially in light of a global e onomi re overy#' To a hieve the benefits of advan ed demand segmentation - better de ision ma)ing! sim"li ity in om"le% su""ly hains! o"erational effi ien y! and om"etitive advantage organisations must+ ,ut ustomers- needs first De"loy segmentation as "art of the sales and mar)eting strategy .egment the su""ly hain res"onse (m"lement (ntegrated Business ,lanning to advan e segmentation

&But segmentation is not /ust about res"onding to the varying needs of onsumers today!' says Ferguson# &0oo)ing ahead! businesses an anti i"ate future trends and "redi t what ustomers want! even before they do# This means they an define the "re ise su""ly hain res"onse needed to satisfy the ustomer of tomorrow! ultimately gaining true om"etitive advantage and staying ahead of the urve#' To re1uest a o"y of this white "a"er! go here+ htt"+22www#oliverwight-a"# om2libraryevents2white-"a"ers2m2"rodu t2view234

,otes to editors About Oliver Wight Oliver Wight has a 56-year tra ) re ord of delivering business im"rovement to some of the world-s best-)nown organisations# With a team of "rofessionals offering a wealth of e%"erien e! Oliver Wight is the largest onsultan y of its ty"e! with offi es throughout Euro"e! .outh Afri a! 7orth and .outh Ameri a! and the Asia ,a ifi region# We believe that sustainable business im"rovement an-t be delivered by e%ternal onsultants but only by our lientsown "eo"le! so! unli)e other onsultan y firms! we transfer our )nowledge to them! hel"ing deliver "erforman e levels and finan ial results that last# (ntegrated Business ,lanning At the leading edge of management thin)ing and "ra ti e! our (ntegrated Business ,lanning 8(B,9 model lies at the heart of our lients- /ourney to outstanding business "erforman e# Oliver Wight are the originators of sales and o"erations "lanning 8.:O,9! and (B, an most sim"ly be des ribed as advan ed .:O,# However! unli)e .:O,! (B, brings a truly strategi "ers"e tive! integrating diverse "ro esses - in the e%tended su""ly hain! "rodu t and ustomer "ortfolios! ustomer demand! and strategi "lanning - into one seamless management "ro ess# .u""ly $hain Design and O"timi;ation Oliver Wight su""ly hain design and o"timi;ation allows organisations to understand their "osition within the e%tended su""ly hain* identify where value is being reated and destroyed* develo" "rofitable relationshi"s with su""liers! ustomers! and onsumers* and o"timi;e their su""ly hain 8however om"le%9 for the ultimate in ustomer servi e and business "erforman e# ,erforman e Ben hmar)ing for .u""ly $hain Oliver Wight ,erforman e Ben hmar)ing "rovides a 1ualitative and 1uantitative assessment of su""ly hain "erforman e! allowing organisations to identify o""ortunities for im"roving ustomer servi e at the same time as dramati ally redu ing su""ly hain osts# Meeting the $lass A .tandard The Oliver Wight $lass A $he )list is the longest-standing and most su business e% ellen e and the Oliver Wight $lass A standard# essful business assessment tool# The latest! .i%th Edition! raises the bar! and sets ever more demanding standards for om"anies on their /ourney to

-ore in$ormation .teve 0i"s ombe RO,., -ar/eting 0imited <55 869 =6 >>=4 ?656 stevel@roninmar)eting# o#u) www#roninmar)eting# o#u) .usan Hansen Oliver Wight Americas shansen@oliverwight# om .tuart Harman Oliver Wight Asia Paci$ic sharman@oliverwight-a"# om