Name : 썬애드
   Homepage : http://www.sunad1.com
   Subject : P&G 성공비결은 ‘고객감동’

지난해 유니레버, 콜게이트 팜올리브 등 미국 가정용품 업계가 최악의 경영난을 보인 가운데 유독 프록터 앤드 갬블(P&G)만 매출이 10% 성장하며 승승장구한 비법은 뭘까.

파이낸셜 타임스(FT)지는 14일 ‘독창적인 사고의 힘’이란 제목의 기사에서 종래 변화를 싫어하고 관료적인 기업문화에 빠져 있던 P&G가 경영혁신에 성공한 5가지 비결을 소개했다.

◇고객이 최우선=상품개발의 기준은 기술이 아니라 고객이 무엇을 원하는가에서 찾아야 한다. 지난 2000년 최고경영자(CEO)에 취임한 AG 래플리 회장는 ‘소비자가 왕’이라는 명제에 충실해야 한다고 강조했다.

그는 특히 사업성공을 위해서는 구입 순간과 사용 순간 등 소비자를 두번 감동시켜야 한다고 강조한다.

◇고객 니즈에 부응=사무실에서 소비자들을 만나 신제품 개발에 참조하는 관행에서 벗어났다.

딱딱한 분위기에서 면담할 때보다 집을 방문하거나 집처럼 편한 분위기에서 고객과 상담했을 때 소비자들이 필요로 하는 것을 정확히 집어낼 수 있다.

기저귀 팸퍼스의 양쪽 날개를 넓히고 흡수력을 높인 것, 10대 소녀들이 삽입형 생리대 사용을 꺼린다는 것을 아는 데는 이같은 소비자 조사방식 변화가 한몫했다.

월 500달러(약 52만원)로 사는 저소득층이 많은 중국시장을 겨냥해 별도 세제를 개발한 것도 이런 노력의 산물이다.

◇상품 개발단계부터 디자인 참여=과거 상품개발을 끝낸 뒤 시작했던 디자인을 개발과 동시에 진행했다. 디자인 경력자들을 충원해 상품개발팀과 함께 일하도록 했다.

디자인은 물티슈 등 큰 기술이 필요하지 않은 상품의 판매 성공 여부에 직결될 수 있다.

◇아이디어가 넘치는 근무환경 조성=신시내티에 있는 4층짜리 연구소는 모두 에스컬레이터로 연결돼 있고 다른 팀 소속원에게도 늘 열려 있다.

이들은 서로 얘기를 주고 받으며 상품개발에 참고한다. 각 층에는 스키장 라운지와 같은 공간을 두어 연구원들이 휴식을 취하며 의견을 나눌 수 있도록 했다.

◇필요하면 적과도 동침=미국 내 판매 1위인 ‘크레스트’ 전동칫솔은 P&G가 아니라 다른 회사가 개발한 것이다. 음식물 포장재의 소재인 접착필름을 개발했지만 적당한 브랜드가 없어 경쟁업체인 클로록스와 공동투자 회사도 설립했다.

외부사업개발부의 제프 위드먼 부사장은 “우리는 자체 개발하지 않은 것을 상품화하는 데도 최고”라고 말했다.

자료출처:파이낸셜뉴스
01/15 09:43
 
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USA 04/06 21:52
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USA 05/20 13:08
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