1. You are advising a new supply chain organization called SCO, which is trying to identify and target customer segments with unmet needs. Describe a potential customer segment (of your choosing) based on their unmet or poorly met supply chain needs. Use the Customer Jobs, Pains & Gains as your basis for segmentation; in addition you may apply any other segmentation basis you feel has strong merit. You have broad flexibility in the “customer” segment you select. You may select commercial firms, households, functional departments, people, job roles, niche markets, specialty manufacturer, your employer etc.
2. What specific information do you feel is most important to collect, interpret and analyze in order to monitor and/or forecast the needs of this target segment? Explain your answer.
3. Propose a strong supply chain strategy and the tactics which you feel SCO could adopt to successfully address the target segment in a manner not easily imitated by competitors. Briefly explain and support your proposed strategy; in particular address why your strategy/tactics are difficult for competitors to imitate.
4. Craft a compelling value proposition for the SCO to deliver to the target segment you selected. Support this value proposition by recommending specific tactics or projects.
5. SCO is strongly recruiting you to help implement the strategy and tactics described in your answers above. There is another candidate also in the running for this position. Based in part on your skills, tools and techniques you have acquired in BAS, Craft YOUR value proposition to SCO.