Mar 12, 2012 | Business Plans, Business Services, Consulting Services, Marketing, Parts, Personnel, Product Support Selling, Service
So we have identified the High Potential Customers. We know who they are and where they are and what they buy and what they own. Now we can assign them for market coverage. That means we have to select the number of customers that is appropriate for one person to...
Mar 12, 2012 | Business Plans, Business Services, Consulting Services, Customer Service, Marketing, Parts, Product Support Selling, Service
Alright, you have run the reports, established the different levels of purchases, obtained accurate machine populations for the customers and have put this market segmentation code into the name and address record on your computer. Well now you have 64 market...
Mar 11, 2012 | Business Plans, Business Services, Consulting Services, Marketing, Parts, Product Support Selling, Service
The starting point for market segmentation is the information necessary to determine the potential of each client in the market place to be covered. To determine that in the equipment world we have to obtain a complete and accurate working machine population. This is...
Mar 11, 2012 | Business Services, Consulting Services, Customer Service, Marketing, Product Support Selling
Being all things to all people has long been impossible. Yet many dealers continue to operate without a strategy for market coverage and as a result continue to do what they have always done. Treat everyone the same, until that special customer has a problem. To make...
Mar 8, 2012 | Business Services, Consulting Services, Customer Service, Marketing, Parts, Personnel, Product Support Selling, Service
One of the advantages there is to travel is the ability to have time to read. In my cross country voyage yesterday I had a good chance to catch up on some of my late reading. One point came out that I really enjoyed. “Social Cohesion at the risk of Truth” this is a...
Mar 2, 2012 | Business Services, Consulting Services, Marketing, Parts, Product Support Selling, Service, Simulation Modelling, Twenty Groups
This is a most interesting time, isn’t it? I listened to Jimmy Rogers on CNBC the other night. He was pointing out there is an election this year in the United States, there is one in France. Germany has an election next year. In fact there are 40 governments that...
