Efficient procurement strategies for SMEs

In an increasingly globalised and volatile world economy, small and medium-sized enterprises (SMEs) face the challenge of making their procurement processes efficient and crisis-proof. What decides success is not only the price, but also the quality, reliability and sustainability of the supply chain. A proven approach is the combination of systematic supplier selection, digital tendering processes and targeted direct import from Asia or Eastern Europe. By strategically bundling volumes and negotiating clearly, savings of up to 15% can be achieved. Companies such as McKinsey also recommend establishing long-term partnerships and digital tools for supplier evaluation.

Source: McKinsey & Company, “The Future of Procurement in SMEs”, 2023.

The perfect go-to-market: how market entry succeeds

The go-to-market process is more than a sales launch – it is the orchestrated introduction of a product into a target market. A successful entry begins with sound market analysis, precise definition of the target group and a clear definition of positioning and unique selling proposition. This is followed by building a sales system – in-house or via partners – and a coordinated marketing and communication plan. According to a study by Bain & Company (2022), 60% of product launches fail due to a lack of alignment between marketing, sales and product management. Companies therefore benefit from a structured approach with clear KPIs, agile feedback loops and continuous monitoring.

POS & marketing: the magic moment at the point of sale

The point of sale (POS) is the decisive moment in which the purchase decision is made – everything has to be right here. Studies show that over 70% of purchase decisions are made spontaneously in store (source: GfK, 2021). A convincing POS presence combines clear brand messages with attention-grabbing displays, multisensory experiences and personalised offers. Linking online and offline touchpoints plays an ever greater role: QR codes, digital price tags and social media integrations can significantly strengthen brand perception. The key is the continuous evaluation of the measures – e.g. through A/B tests or sales analyses – and their optimisation.