customer portfolio growth ...starring miss new shiny-thing

19
3 Sales growth secrets Management ideas from BLUE HAWK Financial Performance –Week 4 www.gfbridge.com Contact Andre Gien [email protected]

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Page 1: Customer portfolio growth ...starring Miss New Shiny-thing

3 Sales growth secrets

Management ideas from BLUE HAWK Financial Performance –Week 4

www.gfbridge.com

Contact Andre Gien [email protected]

Page 2: Customer portfolio growth ...starring Miss New Shiny-thing

I love my customers

Page 3: Customer portfolio growth ...starring Miss New Shiny-thing

I have lots of different customer personalitiesbut I am real busy so I treat them all the same

If they call me I will pick up the phone If they want to place an order … no problem

Well that’s about it

By for now I got to go to a meeting

MR Time waster Sir Promiscuous Mr. Bid Guy MRS CheapMy Cousin Vinni Miss New Shiny Thing

Page 4: Customer portfolio growth ...starring Miss New Shiny-thing

I have multiple customer personalities

MR Time waster Wow he can talk, the problem is he is always taking about the next big order ….I am still waiting

Sir PromiscuousNeed I say more, one day he buys from me and the next he buys from my competitor.

MRS CheapWow I am exhausted Miss Cheap can beat you up real good but she buys a lot and sometimes frequently

My Cousin Vinni He makes my day, he trusts that I will give him a fair price and I will look after him. Vinni buys a large portion of my product range and he buys frequently. (I think!)

Mr. Bid Guy The only thing I know about him is I am one of 3 bids I will never know why I win and why I loose …..help me

Miss New Shiny-thingA new customer, really did a lot of work to get Miss New I better do all I can to make her happy ….while I am helping Miss New, Vinni don’t forget about me!

Page 5: Customer portfolio growth ...starring Miss New Shiny-thing

Then one day I noticed

My margins are going downMy sales well …..they are not really growing

What am I to do!

I felt like the horse that went into the bar…And the bar tender said “what’s up with the long face”

Page 6: Customer portfolio growth ...starring Miss New Shiny-thing

So I thought about it for a while

I don’t really know where I am making money

Where am I growing

What are my opportunities

Page 7: Customer portfolio growth ...starring Miss New Shiny-thing

Where am I making money

I think I have it

It’s with Miss New Shiny-thing (group of new customers that I have developed)

I know I got all this new business … it must be paying off handsomely

Page 8: Customer portfolio growth ...starring Miss New Shiny-thing

New business Miss New Shiny-thing $117,000

I started quite well with these new customers selling $31K in Nov $86k in Dec and nearly nothing in Jan

Page 9: Customer portfolio growth ...starring Miss New Shiny-thing

I better look to see who are the new customers and why they just stopped buying

Not one of my top new customers bought

anything from me in Jan

ALL THAT WORK

List of new customers by sales $

Page 10: Customer portfolio growth ...starring Miss New Shiny-thing

Well at least I must have got good margins

18.09% not bad! but I also see I lost a

bunch of customers at 17.38%

Customers by margin %

Page 11: Customer portfolio growth ...starring Miss New Shiny-thing

Taking about lost customers ….you cant be serious

I lost $2M of customers in the

last 3 months

And my new customer

development was $117k

Ok this is not working for me

Segmenting customers by new customers, lost customers, which customers are growing, which customers are declining

Page 12: Customer portfolio growth ...starring Miss New Shiny-thing

Not the best way to find out about these things but there is no way that I could have foreseen this coming.

Possibly I need to write this off as sometimes you win and sometimes you lose

Not so fast you could have managed the risk with

Identifying the trends sooner Spending more time and effort

with existing customers that are declining

Page 13: Customer portfolio growth ...starring Miss New Shiny-thing

Lessons learnt Most recent trends can tell you a lot about future

customer behavior Monitor your key customer product mix. Is it changing Watch your new customers, they may place those initial

orders but then go back to their old ways Focus on customer retention

Who are the growth customers and why Which ones are declining Are you OK with the ones you lose if not get them back

Page 14: Customer portfolio growth ...starring Miss New Shiny-thing

Week 5 we will continue our focus on customer portfolio management…emphasis on market segmentation

I just cant wait

Page 15: Customer portfolio growth ...starring Miss New Shiny-thing

Good sales intelligence will

Increase sales by up to 5 % Improve margins by 2% Improve operational cash

flow 10% - 30%

If you only have a

hammer you will see every problem as a

nail

Page 16: Customer portfolio growth ...starring Miss New Shiny-thing

Want to improve sales and margins

But You don’t want to learn new software You know you wont have the time to use the new tool

properly and neither will anyone else The cloud is something you worry about when you want to

know if its raining or not.

You want the facts and you want them in ways that you can make a difference

Page 17: Customer portfolio growth ...starring Miss New Shiny-thing

Why not outsource your sales intelligence

We will: Install the required applications Review your data Determine

Where you can grow Where opportunities exist to sell

more product to existing customers (increase wallet share)

Where you can improve your margins

Where you are at risk Provide you with a monthly portfolio

review Deliver an action plan to get it done

Once off set up fee $700.00

$800.00 per month* Can cancel when ever you wish

Cost

*Up to 10,000 active products, larger data structures may be more

Results

1-2% margin improvement within 6 months

5% organic additional revenue growth 2x sales people productivity 10% operational cash flow

improvement with 12 months

Start the discussion

[email protected] 925 323 2802

Page 18: Customer portfolio growth ...starring Miss New Shiny-thing

Rapid improvement of profit, cash and

returns with enduring cultural impact

Individual customer growth

Product and customer portfolio optimization | Analysis | Design | Implementation

Financial Statement excellence

Performance consulting

GFB Service Portfolio Passion for Intuition powered by Evidence

Page 19: Customer portfolio growth ...starring Miss New Shiny-thing

Contact

Andre Gien

[email protected]

925 323 2802

Andre is our Evidence Wizard. He combines the Passion of intuition with the Power of Evidence to weave amazing stories that reveal the secrets and treasures that are locked within your business.

He has deployed the evidence based management discipline in over 150 different companies releasing more than $500 million in value and more importantly, demystifying the complexity for thousands of people.

Andre's favorite quote:

"If you change the way you look at things, the things you look at change"