Dealer Management Four big clients an effective way.docVIP

 PAGE \* MERGEFORMAT 5 Dealer Management Four big clients an effective way Large customers are the source of dealer development, large account management which attracts a skill but it is also an art. In particular, a certain percentage of sales, dealer profits accounted for the largest customer relationship management can be said that success or failure of the enterprise, from the 20/80 rule, we can see that 20% of customers create 80% of the sales and profits. Customer relationship management for large to enterprise marketing From EMKT. strategy for success or failure to grasp the good, dealers can be developed into the fast lane, or face development of the market at a standstill, or even eaten by other dealers level of risk. Key Account Management has a scientific and a set of process approach, how to manage large clients, four steps can be Gaoding: Screening large customer What kind of customer is that we need a big customer? Is a high sales? Is a high gross profit margin? Powerful forces of capital? Or a large area of the venue operator customers are our big clients? I think there is no standard to judge. Because although the sales high, while the gross profit margin is very low, this is not what we need big clients. We have to focus on their part, can only make modest profits, and even one day he fell out, to switch to competing products Office, the same is your strong competitors. Similarly, the gross profit margin high, but the low sales is not considered, then the area is large, financial strength, can not be completely my major clients. In practice, we are often several ways to identify the following major customers: 1, with advanced management concepts 2, has a good financial reputation 3, selling most of the share of share of dealer customers. 4, can provide a higher margin customers. These customers that we have to focus on the object also is that we should concentrate on to serve the customer better. In this I had to remind the big custom