做客户的减法（Do customer subtraction）.docVIP

做客户的减法（Do customer subtraction） For enterprises, 80% of the profit comes from 20% of the core customers, these core customers in a certain sense to support the operation of enterprises. While another 80% of customers may bring only 20% of profits. Of course, it may bring only profits to the enterprise, and even do not bring profits to the enterprise. Man, weve finally lost this year.! Yang Donglai said happily in the phone. It was in January 23, 2005, only a year after his last sob to reporters about corporate losses. Yang Donglai is general manager of Heilongjiang Hongda building materials company. The company was founded 6 years ago. Its main product is bentonite. It is the necessary raw material for the production of iron and steel and compound fertilizer. Their products have been selling well for 6 years, but they have been losing money. As a downstream product, the supply of large enterprises, competition is too fierce, there is no profit. The supply of small businesses can not be guaranteed, and it is easy to fall into the triangle debt. Our products are low in technology and low in relative access. As long as we have money, we can do it.. A few years ago, our market is very large, but because we pay close attention to too many customers, so that we have been at a loss. Yang Dong speaking. From the beginning of last year, they began to carry on the choice of customers, no credit, charge is rejected. Better not sell products, nor do they deal with them. No credibility of the customer, you sent him the goods, and he did not give money. And those really good customers sometimes fail to ship, which leads to a vicious cycle. And for reputable customers, they guide customers through their own technical personnel, how to make more rational and effective use of raw materials, to help customers save costs, so that bilateral relations are more stable. This year Hondar finally only loss, and to achieve a profit after tax of 1 million 600 thousand yuan, for me the loss of