1. Maximize Sales and Create Share holder Objective of Business
Maximize Bottom Line
Minimize Costs value strategy
Revenue Costs
Make it easier for them to interact Cheaper to retain customers versus
acquire new customers
Provide them incentives – Loyalty
Make existing Allocation of the right amount resources
program Retain customers
customers spend more to fulfill target customer segments needs
Better educated/aware customers -
promotions
Targeted campaigning based on
customer needs Acquire new customers Retain customers
Acquire profitable customers
Push products to
existing customers - Retain customers
Cross Sell
Profit
Customer Profitability Analysis
Customer Life Time Value
Which customers to target ? – high profit potential
customers
How to efficiently acquire new customers? Customer strategy
How to reduce cost to service existing or new
customers ?
How to get a bigger share of the customer’s wallet?