ROI Optimization in Sales Manager Toolkit (Publication Date: 2024/02)

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Discover Insights, Make Informed Decisions, and Stay Ahead of the Curve:

  • Are you getting the most out of your sales and marketing spend by attaining a high ROI?
  • Key Features:

    • Comprehensive set of 1544 prioritized ROI Optimization requirements.
    • Extensive coverage of 854 ROI Optimization topic scopes.
    • In-depth analysis of 854 ROI Optimization step-by-step solutions, benefits, BHAGs.
    • Detailed examination of 854 ROI Optimization case studies and use cases.

    • Digital download upon purchase.
    • Enjoy lifetime document updates included with your purchase.
    • Benefit from a fully editable and customizable Excel format.
    • Trusted and utilized by over 10,000 organizations.

    • Covering: Valuable Feedback, Insolvency Risk, Advertising Revenue, Payment Innovations, Service Design, Data Streaming, Needs And Wants, Value Delivery, Research Activities, Productivity Drivers, IT Operations Management, Ethics and Integrity, Payroll Compliance, Executive Search Services, Compliance Center, Channel Performance, Finding Opportunities, Digital Sales Platforms, Process Efficiency, Revenue Remained, AI in Market Research, Temperature Analysis, Profitability Ratios, Decision Making Ability, Lean Startup Methodology, Sales Strategies, Cost Per Lead, Design For User Experience, Gross Margin, Communication Effectiveness, Proven track record, Earnings Quality, Management Systems, Divestitures, Campaign Attribution, AI Products, Resource Forecasting, Production Hubs, Component Recognition, Sales Approach, Customer Needs Analysis, Customer Insights, Order Visibility, Advertising Tactics, Systems Review, Performance Attainment, Lead Scoring, After Sales Service, Profitability Assessment, ITSM, Dealer Support, Smart Windows, Product Lifecycle Management, HR Development, AI in E-commerce, Competency Models, Personalized marketing, New Product Development, Expenses Reduction, Revenue Retention, Incentive Compensation Plan, Real-Time Inventory, Strategy Deployment, Status Meetings, Future Success, Automated Workflows, Invested Capital, Service Centers, Social Media, Expansion Rate, Design Optimization, Outbound Logistics, Networking In Sales, Compensation Packages, Customer Contact Centers, contract sales, Relevant Content, AI in Sales, Solutions Pricing, Communication Style, Coaching Insights, Team Effectiveness, Waste Tracking, Eliminating Silos, Development Team, Revenue Forecast, Identifying Goal, Behavioral Patterns, Customers Choosing, Emotional Intelligence, Digital Orders, Business Process Redesign, Trade Promotions, Competency Management System, IT Risk Management, Share Of Voice, Financial forecasting, Information Technology, Promotion Strategies, Performance Measurement Tools, Demand Planning, Real Time Tracking, Online Advertising, business expansion, Vendor Responsiveness, Billing Accuracy, Market Volatility, Economic Factors, Forecast Accuracy, Point Of Sale Solutions, Continuous Auditing, Inbound Calls, Data Analysis, Empowered Teams, Media Mix, Data Entry Data Processing, AI Rules, Achievable Goals, Trade Sanctions, Direct Shipping, Trust Building, Sales Pipeline, Context Awareness, Virtual Events, Monitoring Parameters, Sales Force, Industry Connections, Technology Adoption Life Cycle, Custom Quotes, Production Efficiency, App Store Restrictions, Coaching Teams, Cost-Plus Pricing, Boost Innovation, Third-Party Tools, Sales Process, Continuous Improvement, Asset Allocation, Productivity Boost, Enterprise Discounts, Customer Success Management, Merchandising Categories, Regulatory Updates, Sales CRM, PPM Process, Distributor Performance, Empathy In Sales, Leverage Change, Effective Management Structures, Service Interruptions, Creative Advertising, Competitor sales analysis, Workflow Management, Group Communication, Organizational Efficiency, Employee Attendance, Production Scheduling, Social Media Mentions, Product Viability, Partner Marketing, Compensation Strategy, Executive Leadership, Bad Debt, CRM Strategies, Service Parts Management, Being Agile, Responsive Solutions, Cultivating Engagement, Sales Cycle, Business Rules Rule Management, Financial Forecast, Process Alignment With Strategy, Supply Chain Flexibility, Influencer Contracts, Recruitment Agency, Employee Value Proposition, Vendor Onboarding, Reach Consumers, Online Sales, Team Engagement, Objection Handling, Software Company, Process Standardization Tools, Customer Outreach, Storytelling, ERP Management Time, Market Share, Historical Data, Brand Building, Spend Efficiency, Inventory Optimization, Digital Engagement, Social Selling, Word Choice, CMDB Configuration, Data generation, Store Inventory, Service User Experience, Deadline Management, Brand Engagement Metrics, Launch Readiness, Data Driven Sales, Market Consistency, Consistency in Application, ERP Requirements Gathering, Sales strategy, Spend Forecasting, Rapid Growth, Data Visualization Techniques, Data Recovery, Paid Advertising, Distribution Costs, Rebranding Efforts, Risk Prediction, Master Plan, Capacity Constraints, Usage-based, Vendor Relationship Management, Team Innovation, Marketing Expenses, Cybersecurity Measures, Sales Targets, Customer Targeting, Price Comparison, Automation Opportunities, Accounts Receivable Turnover, Privileged Access Management, Life Science Commercial Analytics, Continued Focus, Competitor service pricing, Sales Performance, Customer Management, Invoice Processing, Customer Service KPIs, Product Safety, Product Endorsements, Scope Changes, Supplier Negotiation, Insurance software, Vendor Alignment, Procurement Process, Weather Forecasting, Relationship Nurturing, Underwriting Process, Expense Management Application, Virtual Sales Incentives, The Bookin, Demand Forecasting, Maximizing Opportunities, Pricing Reviews, Reach Out, Warranty Management, Compensation Strategies, Product Revenues, Product Sales, Supplier Performance, COSO, Parts Repair, customer journey stages, Retail Partnerships, Workforce Efficiency, Effective Goal Setting, E-commerce Sales, Align Organization, Client Loyalty, Business Process Design, Lead Cultivation, Driving Success, Influence Techniques, In-Memory Database, Insurance Industry, Sales Reporting, Strategic Management, After Sales Support, Segment Specific Marketing, Performance Monitoring, Total Productive Maintenance, Improved Productivity, Promotional Offers, Sales Effectiveness, Pipeline Management, Pull Between, Support Activities, Demographic Research, New Customer Acquisition, Leverage Ratio Calc, Value Based Selling, Commerce Activities, Sales Collaboration, ERP Consulting, Commerce Growth, Retail Displays, data warehouses, Sales Force Effectiveness, User Activity Analysis, Customer Journey Mapping, Job Requirements, Risk Management, Structured Products, Telemarketing, Customer engagement initiatives, Sales Automation, Performance Reviews, Tech Entrepreneurship, Recommender Systems, Construction Phase, Strategic Execution Plan, Sales Copywriting, Effective Teamwork, Efficiency Gains, Email Automation, Brand Loyalty, Efficiency Boost, Financial Advice, Data ethics compliance, Decision Support Tools, Value Stream Mapping, Order Allocation, Competitor profit analysis, Customer Success, Customer Concentration, Productivity Monitoring, Process Flow Diagram, Coaching Skills, Transparency In Supply Chain, Product Returns, Cost Per Click, Fees Structure, VOI sales, Sales Empathy, Budget Planning, Predatory Practices, Risk Assessment, Data Integrations, Service Evaluation, Average Order, Resume Summary, Cost of Labor, Sales Promotions, Cost Reduction, Call Routing, Content Effectiveness, Product Mix Revenue, Dashboard Design, Product Profitability, Media Platforms, Fast Shipping, Supply Chain Agility, Mobile CRM, Email Integration, Sales Techniques, Sales Pitch, Cost of Materials, Asset Forecasting, Growth Officer, Ethical Data Collection, Consumer Protection, ISO 22361, AI Applications, Change Planning, Prescriptive Analytics, Inventory Automation, Engagement Rate, Sales Projections, Supply Chain Segmentation, Customer Engagement, Efficient Forecasting, Enabling Success, Leadership Effectiveness, Funds Transfer Pricing, Email Marketing Campaigns High Deliverability, Revenue Forecasting, Localization Strategy, Efficient Resource Management, Organic Revenue, Product Distribution, Price Communication, Agile Sales and Operations Planning, Orders Perspective, Promotional Impact, Automation Insights, Subscription Revenue, Email Marketing Analysis, Remote Selling, Brand Strength, Algorithmic trading, IT Program Management, Demand Variability, Professional Relationship Management, Buyer Journey, Team Performance Tracking, Process Monitoring Performance Metrics, Multi Channel Approach, In-Store Marketing, Data Mining, SAP GTS, Fulfillment Services, Human Centered Design, Sales Pitches, Content Reach, Control System Engineering, Sales Data, Visioning Process, Sales Tactics, Brand Visibility, Cycle Time Reduction, Robotic Process Automation, Market Teams, Optimize Effort, Operational Excellence Strategy, Chat Support, Market Share Percentage, Staff Development, Sales Automation Tools, Persuasive Communication, Cloud Contact Center, Product Mix Marketing, Manufacturing Processes, Service Technicians, Competitor profiling, Variables Map, Negotiating Skills, Lead Generation, Machine Learning, Virtual Customer Support, real estate sales, New Markets, Expense Reports, Performance Recognition, Sales Volume, Cloud Based Software, Effective Branding, Lean Management, Six Sigma, Continuous improvement Introduction, Being Named, Logic Modeling, Sales Channel Management, Backend Development, Distributed Resources, Vendor Partnerships, Effective Team Negotiation, Contract Compliance Monitoring, Storytelling In Sales, Balanced Scorecard, Judgmental Forecasting, Contract Formation, Supply Chain Analytics, Performance Analysis, Process Automation, Deal Days, Service Forums, Proactive Adjustments, Product Improvement Cycle, Data Breaches, Server Revenue, Pull Production, Production Monitoring, Job Advertising, Video Conferencing, Platform Upgrades, Insurance Revenue, Inventory Actions, Intelligence Use, Solution Features, Long-Term Relationships, Stimulate Change, Management Team, Customer Self-service, Efficient Staffing, Performance Goals, Returns Management, Product Adoption, Sustainable Products, Performance Leads, Sales Per Employee, Print Management, Business Forecasting, Commerce Capabilities, Financial Projections, Wellness Sales, Social Media Analysis, Project Resources, Process Steps, At Me, Diagnostic Tools, Volatility Forecast, Purchase Requisitions, Network Performance, Productivity Gains, Profit Incentives, Sales Performance Management, Custom crafting, Unique Goals, It Needs, Lead Generation Tools, Service Adaptability, Focusing Resources, Launch Strategy, Project Profitability, Discounts And Promotions, Marketing Effectiveness, Establishing Rapport, Price Negotiation, Real Estate, Market Surveillance, Forecasting Models, Robo Investment Management, Pricing Levels, Resources Supplier, overall profitability, Assessment Tools, Growth and Innovation, Sustainable Logistics, Clock Distribution, Targeted Opportunities, Sales Alignment, Lean Sales, Order Entry, Technology Strategies, Profit Margins, Financial Models, Long Term Goals, Web development, Sales Promotion, Team Onboarding, Customer Complaint Handling, Customer complaints management, Collections Workflow, Productivity Techniques, Sales Analysis, Market Entry Strategy, Sales Scripts, Order Fulfillment, Data Warehousing, Sales Process Optimization, Ethical Commerce, Dynamic Teams, Price Differentiation, Map Creation, B2B Demand Generation, Competitor opportunities, Website Bounce Rate, Competitor acquisitions, Liquidity Management, Data Driven Decision Making, Surveillance Marketing, Value Investing, Fraud prevention, Importance Of Privacy, Supplier Evaluation, Remote Work, Team Objectives, Pricing Optimization, Brand Image, Streamlined Approach, End-user satisfaction, Tax Regulations, Production Planning, Equity Sales, Return On Assets, Average Price, Customer Lifetime Value, Leadership Alignment, Employment Agencies, ROI Measurement, Driving Alignment, Sales Growth, Online Shopping, Real-time Tracking, Core Competencies, Performance Objectives, Search Engine Ranking, Online Training, Sales Efficiency, Real Estate Valuation, Effective Communication Strategies, Supplier Quality, Renewal Rate, Cultural Alignment, Fraud Prevention Measures, Lean Marketing, Business Process Outsourcing, Governance Models, Promotional Strategies, Revenue Cycle Performance, Theory of Constraints, Binding Corporate Rules, Contract Analytics, Virtual Customer Service, Sustainability Measures, Sales Performance Evaluation, Virtual Customer Services, Mobile Solutions, Sales Trends, Subcontracting, Product Mix Sales, Cross Functional Communication, Task Automation, Control System Performance, Virtual Team Strategies, Data Governance, Sales Tracking, Collaborative document management, IT Systems, AI Powered Marketing, Building Rapport, AI Policy, Warranty Services, Call Analytics, Competitive Salaries, Organizational Renewal, Social Awareness, Revenue Model, Cross Docking, Sales Increased, Compelling Offers, Affinity Mapping, Sales Run, New Product Launch, segment revenues, marketing revenue, Vendor Partner Ecosystem, Training Programs, Sales Team Performance, Business Acumen, Performance Quotas, Mobile Payments, Curbside Pickup, Supplier Negotiations, Digital Channels, customer effort level, Continuity Risk, Sales Incentives, Year Revenue, IT Staffing, Deliver Personalized, Content creation, Retail Sales, Professional Services Automation, Improved Financial, Digital Sales Strategies, Policy pricing, Promotional Campaigns, Sales Goals, Attention To Detail, Competency Model, Enhanced Automation, Team Success, Target Operating Model, Statistical Analysis Software, Sales Psychology, Intelligence Driven, Sales Conversion, Purchase Analysis, Sales Funnel, Customer Demand, Network Specific Content, Sustainable Marketing, Predictive Sales, Predictive Analytics, Digital Transformation in Organizations, Cash Receipts, Pinch Point, Manufacturing Best Practices, Sales analytics, Decision Support Systems, Group Revenue, Threshold Alerts, Merchandise Sales, Profit Per Employee, Agent Feedback, Purchase Tracking, Organic Reach, Incremental Delivery, Investment Pitch, Privacy Regulations, Personal Selling, Compensation and Benefits, Tax Calculations, Financial Engineering, Employee Motivation, Sales Objections, Business Valuation, Price Benchmarking, Software Applications, Adapting To New Technologies, Sales Metrics, Extract Class, Property Appraisal, Process Quality, Cybersecurity Awareness, Billing and Collections, Customer Experience Marketing, Net Present Value, Customer Centric Product Design, Delivery Timelines, Information Flow, In App Purchases, Targeted Customers, Skill Development, Incentives And Rewards, Spend Reporting, Task Delegation, Analysis & Reflection, Days Sales Outstanding, Advertising Effectiveness, Relationship Marketing, Market Positioning, Team Goals, Market Validation, Demand Generation, Competitor marketing campaigns, Internal Control Components, Touch It, AI Technologies, In-Store Displays, Marketing And Sales, Adaptable Leadership, Customized Products, Emotional Selling, Adaptive Selling, sales revenue, Expense Monitoring, Market Partnership, Artificial Intelligence in Sales, ROI Optimization, Tailored Marketing, Change Adoption, Spend Management, Lead Funnel, Sage 300, Product Revenue, Sales Organization, Churn Rate, Leadership Skills, Marketing Strategy, Sale Closures, Execution Efforts, Unrealistic Expectations, Supplier Collaboration, Quarter Margin, Product Mix Distribution, Customer Trust, Experiential Marketing, Inventory Management, Skill training, Relationship Selling, Sales Orders, New Development, Risk assessment standards, Invoice Approval Process, Communication In Crisis, Full Due Diligence, Sales Training, System Integration, Service Redesign, Customer Conversations, Execution Planning, Professional Image, Brand Consistency, Level Manager, Customer Support Strategy, Order Picking, AI Development, Intellectual Property Protection, Initiatives Going, Sales Channels, Paid Social Media Strategy, Holding Companies, Budget Forecasting, Subscription Based Services, Average Transaction, Competitor Strategy, Comparable Sales, Profit Projections, Development Costs, ERP Project Team, Recovery of Investment, AI in Augmented Reality, System Dynamics, Accounts Receivable, Sales Channel Strategy, Virtual Assistants, Image Processing, Incentive Plans, In Stock Levels, Forward And Reverse, Customer Retention, Sales Pricing, Order Processing Time, Customer Discussions, ESG, Consumer Insights, Lead Time Reduction, Repeat Business, Effective Follow Up, ROI Tracking, Remote Customer Service, Software Selection, Personal Branding, Cognitive Biases, Flash Sales, Persuasive Voice, Sales Enablement, Sales Discounts, Sales Team, Response Rate, Customer Segmentation in Sales, Performance Coaching, Data Analytics Business Insights, Billing Solutions, CRM Solutions, Customer Satisfaction, One On One Meetings, Productivity Apps, Smart Retail, Productivity Levels, Management Consulting, Larger Customers, Production Capacity, Sustaining Improvement, Purchasing Habits, Financial Targets, Sales Management, Product Value, Quality Monitoring, Master Data Management, Legal Chain, Sales Forecasting, Personal Relationship, Believe Having, Functional Areas, Scalable Power, Manager Selection, Coaching Conversations, Coordinating Goals, Precise Engagement, Growth Segments, Online Banking, Social Impact, Motivation Culture, Thought Leadership, Sales Forecast, Customer Segmentation, Competitor pricing strategy, Current Release, Event Follow Up, Team Processes, Executive Compensation, Supply Chain Collaboration, Sales Cycles, Incremental Learning, Retail Execution, iDempiere, Quantifiable Metrics

    ROI Optimization Assessment Manager Toolkit – Utilization, Solutions, Advantages, BHAG (Big Hairy Audacious Goal):


    ROI Optimization

    ROI optimization involves maximizing the return on investment for sales and marketing efforts to ensure the best possible results.

    1. Use data analysis to track and measure ROI for each campaign. Benefit: Identify top-performing campaigns and optimize spend for maximum ROI.

    2. Implement marketing automation to streamline lead nurturing and improve conversions. Benefit: Increase productivity and decrease wasted effort for a better ROI.

    3. Invest in employee training and development to enhance sales techniques and customer relationships. Benefit: Boost sales performance and increase ROI through improved skills and client satisfaction.

    4. Focus on targeting specific, high-potential customers to improve conversion rates and reduce time and resources spent on low-value prospects. Benefit: Increase efficiency and maximize ROI by targeting the right audience.

    5. Utilize online advertising with precise targeting and tracking capabilities. Benefit: Reach a larger audience, track campaign success, and adjust spending for optimal ROI.

    6. Implement referral programs to incentivize current customers to bring in new business. Benefit: Acquire high-quality leads and increase sales without investing heavily in marketing spend.

    7. Expand into new markets or products to increase revenue potential and diversify income streams. Benefit: Increase overall sales and improve ROI through new opportunities.

    8. Utilize social media to connect with potential customers and build brand awareness. Benefit: Low-cost, high-impact marketing that can lead to increased sales and ROI.

    9. Offer incentives or discounts for quick purchase decisions to increase urgency and close deals faster. Benefit: Increase sales and ROI by converting prospects into customers more efficiently.

    10. Foster strong relationships with existing customers to encourage repeat business and referrals. Benefit: Higher retention rates and increased sales from loyal customers can improve overall ROI.

    CONTROL QUESTION: Are you getting the most out of the sales and marketing spend by attaining a high ROI?

    Big Hairy Audacious Goal (BHAG) for 10 years from now:

    In 10 years, our goal for ROI Optimization is to achieve a 50% increase in ROI across all sales and marketing efforts. This means that for every dollar spent, we will generate at least $2 in revenue. We will do this by implementing a data-driven approach to identify and target high-value customers, optimizing our marketing mix to reach them effectively, and constantly analyzing and adjusting our strategies to ensure maximum return on investment. Additionally, we will invest in cutting-edge technology and tools to track and measure ROI accurately, allowing us to make data-driven decisions for even greater optimization. With this ambitious goal, we believe we can not only drive significant revenue growth, but also maximize the efficiency and effectiveness of our sales and marketing efforts for long-term success.

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    ROI Optimization Case Study/Use Case example – How to use:

    Case Study: Maximizing ROI through Sales and Marketing Optimization

    Client: ABC Company, a mid-size e-commerce business in the fashion industry

    Synopsis:
    ABC Company is a mid-size e-commerce business that sells trendy and affordable clothing, shoes, and accessories for women. The company has been in operation for five years and has seen steady growth in their online sales. However, as the competition in the fashion e-commerce industry continues to intensify, ABC Company is facing challenges in maintaining and increasing its market share. The company is concerned that despite their efforts in increasing sales and marketing spend, their return on investment (ROI) is not as high as it could be. In fact, their ROI has been declining over the past two years, leading to concerns about whether their sales and marketing strategies are effective enough to drive the desired results.

    Consulting Methodology:
    To help ABC Company address their ROI concerns, our consulting team conducted a thorough analysis of their current sales and marketing strategies and identified areas where optimization could potentially lead to higher ROI. Our methodology included the following steps:

    1. Understanding the Current State: The first step in our consulting approach was to understand ABC Company’s current state. This involved reviewing their past and current sales and marketing strategies, analyzing their financial data, and conducting interviews with key stakeholders to gather their perspectives and insights.

    2. Conducting a Market Analysis: We then conducted a market analysis to identify trends in the fashion e-commerce industry, including consumer behavior, competitor strategies, and best practices.

    3. Assessing Target Audience: We assessed ABC Company’s target audience to gain a better understanding of their needs, preferences, and purchasing behavior. This enabled us to identify the most effective channels and messaging for reaching and engaging with their target audience.

    4. Reviewing Sales and Marketing Channels: We reviewed the company’s current sales and marketing channels, including email marketing, social media, search engine optimization (SEO), and paid advertising. We evaluated the effectiveness of each channel and identified areas for improvement.

    5. Developing Sales and Marketing Strategies: Based on our analysis, we developed a comprehensive sales and marketing strategy that aligned with ABC Company’s goals and objectives. The strategy included recommendations for optimizing their current strategies, as well as introducing new initiatives.

    6. Implementation Plan: We worked closely with ABC Company’s team to develop a detailed implementation plan, including timelines, roles and responsibilities, and key performance indicators (KPIs) to monitor progress and success.

    Deliverables:
    1. Market Analysis Report
    2. Target Audience Insights Report
    3. Sales and Marketing Channel Effectiveness Assessment Report
    4. Comprehensive Sales and Marketing Strategy
    5. Implementation Plan with KPIs

    Implementation Challenges:
    The main challenge during the implementation process was addressing the resistance from the company’s team members to make changes to their existing strategies. The team was accustomed to their current way of operating and were hesitant to adopt new strategies and methods. To overcome this challenge, we held regular training sessions to educate and train the team on the new strategies and also emphasized the potential benefits of the optimized approach.

    KPIs:
    1. Increase in website traffic and conversion rates
    2. Growth in social media engagement and followers
    3. Improved email open and click-through rates
    4. Increase in sales revenue and profit margins
    5. Decrease in customer acquisition cost (CAC)
    6. Higher ROI on sales and marketing spend

    Management Considerations:
    To ensure the successful implementation and sustainability of the optimized sales and marketing strategies, ABC Company’s management must consider the following factors:

    1. Continuous Monitoring and Evaluation: It is essential for the management to regularly monitor and evaluate the performance of the new strategies by tracking the identified KPIs. This will allow for quick identification of any challenges or gaps that need to be addressed.

    2. Flexibility and Adaptability: The fashion e-commerce industry is ever-changing, and the new sales and marketing strategies will need to be flexible and adaptive to keep up with trends and consumer preferences.

    3. Long-term planning: While short-term results are important, ABC Company’s management must also consider the long-term impact of the implemented strategies. This involves continuously reviewing and adjusting the strategies to align with market trends and new opportunities.

    Citations:

    1. Optimizing Sales and Marketing Strategies for Higher ROI. McKinsey & Company, 2020, www.mckinsey.com/business-functions/marketing-and-sales/our-insights/optimizing-sales-and-marketing-strategies-for-higher-roi.

    2. Kats, Dr. Randy. The Importance of Measuring Return on Investment (ROI) in Sales. Selling Power, 2019, https://www.sellingpower.com/2019/01/29/the-importance-of-measuring-return-on-investment-roi-in-sales/.

    3. How to Optimize Your Digital Marketing Strategy for Maximum ROI. Forbes, Forbes Media, 10 Mar. 2017, www.forbes.com/sites/forbesagencycouncil/2017/02/02/how-to-optimize-your-digital-marketing-strategy-for-maximum-roi/?sh=637a6ae012b5.

    4. The State of Fashion 2021. The Business of Fashion-McKinsey & Company, 2020, www.businessoffashion.com/articles/intelligence/state-of-fashion-2021-mckinsey-bof

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