Improve Your Ability to Segment Customers

Problems calling for better segmentation:

• Loss of market share
  Audio Tip: Segments and Share
  

• Unrelenting demands for discounts
  Audio Tip: Segments and Discounting
  

• Customer turnover
  Audio Tip: Segments and Turnover
  

• Minor relationships with the industry’s best customers
  Audio Tip: Segments and Roles
  

• Low margins in many customer relationships
  Audio Tip: Segments and Margins
  

• Customers bringing on additional suppliers
  Audio Tip: Segments and Additional Suppliers
  

• Slow sales growth among Company’s key customers
  Audio Tip: Segments and Customer Growth
  

• Unproductive sales calls
  Audio Tip: Segments and Sales
  

Segment Customers

• By their
  importance to you

  • Size of relationship

  • Volatility

  • Profitability

• Audio Tip: Segmenting Customers by Their Importance to the Company

• By their
  needs
  

  • Physical

  • Emotional

  • Intellectual

• Audio Tip: Segmenting Customers by Their Needs

More Information>>

<Return to Basic Strategy Guide