what you need to know about cross sell before your competitors do
DESCRIPTION
How cross sell can help you improve your sales and marginsTRANSCRIPT
What you need to know about cross sell before your competitors do.
Management ideas from BLUE HAWK Financial Performance Manager
www.gfbridge.com
Contact Andre Gien [email protected]
Cross sell …….
Its not new but it is very effective when done well
Knowing what customers buy a wide variety of different SKU’s can tell you
- How loyal your customer is- How profitable your customer is- How likely they are to be open to new ideas or products.
145 customers (out of total 2678/5.4%) purchase more than 150 different products
How many customers buy lots of different products
Who are these customers and what are they buying?
Customers who buy more than 150 different products (SKU’s) represent $22.3M sales out of the total $44M
How profitable are these customers that buy more than 150 products
These customers who buy more than 150
products are producing an average margin of more than
21%
Who are the customers that buy more than 150 products and what are they buying
Individual customers who are in the group: more than 150
products
The products that the customers are buying
Knowing who are the customers and what are they buying
BenefitEasy to know which customers are not buying what products
Customers
Products
How does the cross sell analysis helpHigh cross sell customers can be managed differently some suggestions include
Special freight ratesPriority shippingAutomated refill programsCross sell loyalty programs
Low cross sell customers can be managed from an opportunity view pointDefining which customers should be buying a wider portfolioOffering “what similar customers are purchasing” to increase sales
Know how each of the cross sell customer groups are behavingWhich customers are growing Which customers are trending downwards How the newly acquired customers are performing
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
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
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
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
Contact
Andre Gien
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"