WHEN SUCCESSFUL PILOTS DON’T AGE OR SCALE WELL (PART 3).
So why don’t successful pilot projects age and scale well? 1. Most Pilots are ‘best practices’. In the case of the SSD Pilot, all the required resources were made available. Enough training was provided for the team. All possible lethargic barriers and bottle necks were removed or suspended. Most times, it is difficult to maintain those […]
WHEN SUCCESSFUL PILOTS DON’T AGE OR SCALE WELL (PART 2).
By the 15th day of the New Year, my MD was heavy on my case. “Solomon, how many SSDs have been placed?” “We have placed 4 units” “4% of the year is gone and you have placed only 4 units? 4% of the year is gone! You should have placed at least 30 units. This […]
WHEN SUCCESSFUL PILOTS DON’T AGE OR SCALE WELL (PART 1).
“So, after the 6 months Pilot of our ‘Strategic Supply Depot (SSDs)’ project, these are our results: • No of SSD Units Piloted: 16 • Product Availability: 96% (+8% vs trend) • Sales Volume: +16% • Market Share: +2.7% • Reduction in Distribution Costs: 48% • Reduction in Head Count: 12 Our results met and […]
THE MOST POWERFUL CORPORATE MEETING THAT I ATTENDED
It is the most powerful meeting that I have been part of. It had only 10 people in attendance. For the Coca-Cola Company (TCCC), there was the most powerful man in the Company, the most powerful man in Coca-Cola Africa, the most powerful man in the (Nigeria and Equatorial Africa) Division, the Head of the […]
“WE WILL BE STUPIDER” (When Competition Makes a Move)
On request, we conduct/facilitate Capability Building sessions for clients. Late last year, I was facilitating one of such sessions for one of Nigeria’s leading Pharmaceutical Companies. We had every member of her Commercial Leadership down to all the Sales and Marketing Managers in the 2-day session. During the 1st day session, an interesting conversation came […]
HOW WE CHANGED A NIGERIA’S EATING AND DRINKING HABIT
Over the Holidays, I was having a solo lunch in a popular buka on Ogudu road (Lagos), when I noticed a couple relishing their Amala, Ewedu and Gbegiri. The man had some enticing ‘orishirishi’ garnishing and almost escaping from his bowl. The lady had Tilapia fish in hers. They were each enjoying their food with […]
The Wrong Way to Respond to a Competitive Winner
I was driving on Eko Bridge in Lagos (Nigeria) at about 4:p.m. on that day when I first heard it. A 5” ad, I think on Cool FM. “Pepsi 50cl, only 10 Naira and you can drink it all”. It was our competitor’s response Ad to our launch, of Coca-Cola 50cl in Returnable Glass with a […]
Enemies, Friends and Allies
My Boss entered my office and sat down! This was strange! Very strange! To the best of my recollection, that was the only time he ever sat in my office in the years I reported to him. Very unusually, he started with some small talks. This is not my boss oh! The real matter must […]
Boosting Nigeria’s Private Universities Enrollment 101 (Part 1)
I earlier wrote on “The Imperative of Marketing for Private Universities in Nigeria”,(See https://www.linkedin.com/pulse/imperative-marketing-private-universities-nigeria-solomon-itegboje) where I highlighted the key findings of our research on Nigeria’s Private Universities. In this article, I attempt to begin to offer/suggest solutions to they keyest issue of all: Low Student Enrollment. Most Nigerian Private Universities, in terms of student enrollment, are […]
The Imperative of Marketing for Private Universities in Nigeria
My marketing eyes were turned to Private University Education in Nigeria serendipitously. Last year, the leadership/ownership of two Private Universities got in touch with us seeking support in driving their Marketing and Freshmen Enrollment efforts. Until then, I had not shown any interest nor paid attention to the marketing issues facing Private Universities in Nigeria […]