2. Summary
• Segment the clients according to its current services use: 71% are active
• Improve the cross service sales to create fidelity and build exit barriers:
One service representative has 5 types of services requested
• Identify the different service hours to know more about the market: 2
services are high priority
• The credit policy can impact profitability via cash flow: 41% of mean
Balance Due
• The service representatives’ training and effort invested translate into a
solid clients base: Three cities have one or less active clients
• The sales have been arranged by quartiles: Quartile 1 has two clients,
which require particular attention.
3.
4. Which are the opportunities
to increase sales?
Who is the most active
Service Representative?
How to promote
profitability?
1 2 3
5.
6. Even thought the most popular service is Hard
Copy Backup, the one that requires most hours is
Hardware Upgrades
7. Service points have been assigned to set priorities
depending its complexity and profitability
1
1
2
2
2
4
4
Data Destruction
Hard Copy Backup
Disaster Recovery Review
Software Updates
Web Hosting Backup
Hardware Upgrades
Server Migration
Service Points For Priority Classfication
8. The clients with opened service requests have been
classified in relation with their services. Babbage
CPA and Buda Tech need special care
Babbage
CPA
Associates
Buda
Technical
College
Bavant
Medical
Systems
Carr Dental
Services
Hendley
County
Hospital
KAL Art &
Design
Studio
Smarter
Law
Associates
Walburg
Energy
Company
Wood
Sports
Complex
1 1
2 2 2
3 3 3 3
Client Priority by Services Requested
9. Only Jenna has all her clients with opened services,
Matt needs to improve client maintenance
4 5 5 Clients Base
71% Average
10. Granger city has the highest average sales per
client, whereas Kyle has the lowest
11. The Service Representatives may need more
training, none have all services. Melina stands out
by consuming 50% of service hours
12. Jenna has the highest % Balance Due. The
total sales are relatively close.
$18,046 $16,526 $17,146
41% Average
13. Three clients explain 51% of the Company’s Balance
Due: Granger County, Patricia Jean and Bavant Medical
14. Granger County and Buda Tech are in the first
quartile, however the second client only has a 15%
of Balance Due, while the other has 97%
15.
16. Opportunities to increase sales
Promote cross sales,
particularly High
Priority Services:
Hardware Upgrades
and Server Migrations
Reduce the number of
inactive clients per
Service Representative
Increase clients base in
different cities: Buda,
Georgetown and Kyle
1
17. The most active sales
representative
Jenna has 100% of active
clients and has the
highest sales
Melina’s services
represent 50% of the
service hours and is the
only one who sales both
high priority products
Melina contributes
the most to cash flow by
having only a 33% of
Balance Due
2
Melina earned the honor because her deals are more profitable
18. Profitability can improve
Focus on high
priority services
Set rules to
manage clients
credit and reduce
the Balance Due
Arrange
promotions
according to
clients quartile
3
