Marketing planning 4 Steps 4 - the establishment of high-quality target customers.doc

 PAGE \* MERGEFORMAT 22 Marketing planning 4 Steps 4 - the establishment of high-quality target customers 1, 20/80 cutting Case: a group of startling data (1) Pareto’s 20/80 law, corporate revenues and 80% from 20% of the customers. If this part of the customer to provide more targeted services and enhance customer satisfaction, they are more likely to become the company’s loyal customers to continually generate profits for the company. (2) to seek a new customer costs are spent on maintaining an old customer’s 6 times. (3) If more than ever, we maintain the 5% of the old customers, we can make the profit increase of 100%. (4) If you only provide customers with a product or service, then to maintain the relationship between customers and your chance is 15%; if your relationship with the customer to maintain a product or service to two, then to maintain the relationship with your customers probability increased to 45% -60%; and if there are three or more of the product or service serves as a bridge between customers, then the relationship between the customer and you have the chance to maintain as much as 90%. So, for the customer market segmentation, research and analysis of 20% of the value of customers, business revenue will increase 80%. 80% of the harvest, from 20% of the give and take; 80% of the results, due to 20% of the reasons. If we can understand, resulting in 80% of the harvest, whether it is the key to which to pay 20%, then we can more efficiently by. This is the Pareto 80/20 rule efficiency. Interdependence between business and customer relations are two major critical need to grasp (1), profit / performance: profitability and performance improvement, our customers must have both. Profit is the first prerequisite for the survival of an enterprise, whether it is from our own consideration, or a customer point of view is true. Profitability of an enterprise level, must be based on the availability and continued to maintain market competitivene