Centricity provided the University’s executive management with a vivid understanding of: (1) the future demand trends for post-secondary education services; (2) PSE market benefit segmentation structures, (3) cohesive market segment targeting strategies, and (4) clear and effective positioning strategies vis-à-vis emerging, powerful competitors such as community colleges, public and private universities, and other organizations delivering educational services on campus and online. Centricity discovered distinct and valid correlations among prospective student purchase behavior on and off-line, market segment membership, segment academic potential, Web and media search and evaluation behaviors, value proposition (branded offerings) preferences, and enrollment advisor behaviors resulting in the simultaneous lowering of lead generation expenses and increases in progression.

Centricity designed and implemented an entirely new pre-sale, sale, and post-sale dealership customer experience; re-designed and implemented new and used heavy equipment, service, and new and used parts inventory management businesses processes; created a new used parts re-marketing profit center to convert slow moving trade-in heavy equipment to cash; defined process metrics, measurement systems, and measure process performance; automated major business processes; designed and implemented new management compensation systems to reward management for achieving key strategic objectives, to reduce head-count and to simultaneously increase sales revenue, inventory turnover, sales revenue, and net profitability. The new inventory management process alone resulted in a cost savings of $3.4 MM dollars and the dealer receiving Komatsu’s award for Best Inventory Management System in NA.

Advising the executive management team Centricity provided segmentation, targeting, positioning, branding, product optimization, distribution, and selling strategy development, design, and implementation consulting and training services. Michael’s recommendations were fully adopted and contributed to increasing market share from 21% to 52% while maintaining record corporate IRR financial performance.

Supporting executive management decision-making, Michael and his team at Centricity provided segmentation, targeting, positioning, branding, product, and service strategy development research and recommendations; business process engineering and customer experience re-design services; and sales management, selling, and distribution strategy development, design, and implementation consulting and training services.  Centricity’s recommendations were fully adopted and contributed to the Division’s market share increasing from 32% to 46% while simultaneously increasing ROI operating in a late-maturity, oligopolistic industry dominated by three major competitors.