Managing Customers For Profit, Not For Sales {ADV}

Seminars, Workshops, Training Courses etc

DATE:                08 - 09 Jul 2009
VENUE:        Ritz Carlton Hotel, KL
FEE:                RM 1880.00


MANAGING CUSTOMERS FOR PROFIT, NOT FOR SALES

INTRODUCTION
Join the others who benefitted from this training in March 2009; we are organizing it one more time in response to the requests by many companies who were not able to join then.
OBJECTIVES
- Treat different customers differently based on the value they provide to us (our experience shows that we tend to invest more time and get lesser value from customers who give us plenty of problems)

- Maintain the cost-to-serve customers at an appropriate level

- Make decisions based on facts and statistics, not just on gut-feelings alone

- Measure customers' profitability so that we can develop the right strategies for them

- Manage customers for their profit and not just their sales volume (we are seeing that many vendors are actually losing money on their high-volume customers as they sell at low prices and the cost-to-serve them is very high)

COURSE OUTLINE
Day One

- Our perceptions of the current market and how it impacts our behaviors (and how customers and competitors are making it more difficult)

- The reality about the market and customers and what do we really need to do

- The key challenges we face in the current market situation

- The BIGGEST MISTAKE: Treating all customers EQUALLY and believing that VOLUME is everything

- Volume is Vanity, Profit is Sanity and Cash is Reality

- The how-to of making decisions based on facts and statistics, not gut-feelings

- Managing the sales territory for profit, not for sales volume

- Profit and the cost-to-serve concept

- Profitability ratio and its usage in managing customers for profit

- Value chain versus value chain competition

- Where are you on the buyer's matrix and implications on strategy

Day Two
- Developing specific goals and strategies for different categories of customers

- Methodology to select the attractive market segments and customers

- Criteria to use for segmenting

- Essential negotiation strategies to manage customers for profit

- Improving the profitability of a unprofitable customer

- Value added strategies to take the focus off price

- Which customers do we apply value added strategies on

- Critical success factors to manage customers for profit

- Specific behaviors required to manage customers for profit

- Making it happen in the work place


TARGET AUDIENCE
1.Managing Directors/CEO's/General Managers/Country Managers
2.Sales & Marketing Vice-Presidents/Directors
3.National/Regional Sales & Marketing Managers
4.Sales & Marketing Executives
5.Entrepreneurs

TESTIMONIALS
As the trainer comes with more than twenty years of real-life corporate experience, the methodology will involve the following:
- Story telling of real-life situations
- Case studies
- Role plays
- Group discussions
- Challenging the thinking of participants
- Providing input to participants' real-life situations


To register via fax, please click here to fax the form to (603) 7880 8081.

To register online, please click here. http://1juztalents.com/regform.php?id=426

For group of 10 and above, In-House training or SDF Training assistance, please contact us @ (603) 7880 9762 or email AdminMY@ezineasia.com for details.
TRAINER