AAPEX 2015

In today’s marketplace, companies must understand who they are and protect both their most profitable and highest-growth potential customers. How can you avoid squandering precious resources serving less than desirable low or no profit customers? If your sales compensation plan and other sales policies don’t encourage the sales team to spend their time and energy hunting for and servicing the right customers, it is time to act. Looking at the costs associated with servicing your customers can provide insight into ways to work with them such that both your company and the customer receive added benefit. Customer profitability analysis is done through a fairly simple allocation of your company’s operating expenses to various transaction types and then rolling up the specific transactions attributable to each customer.

Attendees will learn:

• How to determine which customers are responsible for generating net profit and which customers cost you more to service and sell than the gross profit they generate.
• How to zero in on your company’s strategy for finding and retaining customers that contribute the most to your bottom line.
• How to tailor your services to precisely meet the needs of your valuable customers and avoid overseeing other customers.