Difficult to define the focus of retail customers.docVIP

 PAGE \* MERGEFORMAT 15 Difficult to define the focus of retail customers Focus on retail customers, what kind of customers? Why is it in the customer’s business occupies an important position? Why focus on the definition of retail customers have a variety of ways? Why focus on retail customers, in some companies have also been called ‘strategic large customers’? These problems from another angle, the focus of the special nature of retail customers. This article is from the fast moving consumer goods, health food and cosmetics industry point of view, trying to focus on retail customers are given clear definitions for key retail customers, suppliers learn sales management personnel. Retailing led to the evolution of the retail industry is increasingly concentrated, accounting for the proportion of total retail sales of social commodities are also growing. Accordance with the Pareto principle, that is 20/80 principle, 20% of the focus on retail customers to the business’s contribution up to 80%, obviously, we must manage our business, this 20% of the customer’s business must first be given more attention. The world is always such a contradiction, it is these to create the amount of principal place of business customers who repeatedly asked to change the quality of services for increasing the level of services and content; their trade contracts continue to overweight, more and more terms, conditions, more and more ‘harsh’; prices are always concerned about their content, prices, or lowering prices, demand has never been continued without interruption; for the time of payment providers often have to make some concessions, even though clearly aware of and calculated using our cost of funds continues to Yao Da should be the other side’s request; for the supply demand is ever increasing, late delivery or out of stock is always subject to severe punishment; suppliers in order to maximize profit-focused retail customers are increasingly adopting bid means to make us