1 Customer Solutions Profit - UPDATED!
05/06/06 23:00 Filed in:
Market Capacity Expansion related Profit Improvement
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Description
Study clients, build a full service solution with multiple services. Develop and evolve the solution as the relationship expands. Provide higher quality service, and a broader range of services, offer more value.
Applies To
Study clients, build a full service solution with multiple services. Develop and evolve the solution as the relationship expands. Provide higher quality service, and a broader range of services, offer more value.
Applies To
- Companies that pay a high cost to add new customers
- Companies with the experience needed to combine multiple products into a single solution
- You have established strong customer relationships
- You can or do understand the needs of your customers
- Your customers often purchase similar products from multiple suppliers
Action Plan
Examples
UPS
Will consult with customers to build a complete transportation network that can service Supply Chain and Product Distribution and provide a ready information infrastructure for billing and item tracking.
HP Printing
Will provide a managed print solution that combines multi-function devices, printers, consumables (toner), equipment service, deployment planning and print network management services.
- Identify pain points associated with current product offerings
- Design an elegant service offering that addresses pain point(s) by combining current products with related other products and services
- Offer a single source solution that improves on multi-source solutions via better integration, more customization, better support and lower cost
- Increase sales to existing clients by expanding service offerings to address more needs
- Reduce marketing and sales costs by focusing business development on a smaller number of companies
- Reduce overhead expenses associated with supporting a high quantity of lower revenue customers
- Improve your profit pipeline by securing longer term relationships and reducing likelihood of customer defections by increasing customer satisfaction, and offering complete product/service offering that is difficult for competitors to match.
Examples
UPS
Will consult with customers to build a complete transportation network that can service Supply Chain and Product Distribution and provide a ready information infrastructure for billing and item tracking.
HP Printing
Will provide a managed print solution that combines multi-function devices, printers, consumables (toner), equipment service, deployment planning and print network management services.
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