Buyer Turnover and New Buyer Opportunities
Our great Industry generally understands that Buyer turnover is possibly the number one cause of lost customer business. There are effective strategies to correct this problem – but that means you must “implement change” in your Business Development Team.
Changing Market Conditions:
Published statistics show that print Buyers (a) get little upfront training, (b) are in a high-risk position (How difficult can it be to buy printing…?), and (c) tend to not stay in that role for more than 2 to 3 years. When supplier senior management looks at all the new accounts that were opened, there’s little explanation for why overall revenues didn’t increase – without looking deeper. Evidence and “explanations” often reveal – “Buyer Turnover” – was unattended – as to why revenues noticeably decreased – in too many customers. As a final point, new customers tend to not be as profitable as customers whom your company understands what’s expected, as you’re “buying your way in – with discounting.” Also, new accounts tend to generate higher waste and spoilage. A change in strategy is needed – to reverse these conditions.
Company Performance Benefits Expected:
Fewer lost revenues from Buyer turnover. Better margins from customers you did not have to replace. Also, better spoilage and waste, and faster workflow – from customers your organization knows. Morale is improved, along with your organization’s market reputation.
Key Knowledge Areas Introduced:
Multiple strategies for increasing customers & revenues – and maintaining margins – are provided.
Unusual Instruction Features:
Articles for developing options, exhibits and references – are provided. Discussion where all questions are addressed. All instruction is recorded, and forwarded to client for future reference. We review not only your new SOP’s, but check back to see that your new SOP’s are followed.
Fee: $350. Three partial days are devoted to review of client experiences and records, explanations and discussions of market conditions, review of options and strategies, and review of SOP’s and exhibits developed by client organization from these sessions. Follow-up by us – is required.
If interested in learning more or registering for the next session, please contact:
Sid Chadwick – President, 336-558-4939 – sidchadwickcc@gmail.com OR Sarah Ogburn – Research Manager/Administrative Assistant sarahogburncc@gmail.com