Customer portfolios

High product attrition within customer portfolios... 

The outsourcing of C and D customers, for example, allows producers to save sales, logistics, and administration costs. Furthermore, a focus on their core customers allows them to reduce their cost of complexity significantly and at the same time enhance the profitability of their overall customer portfolio. Further important added value arises from the distributor s in-depth knowledge of regional markets and ability to design tailor-made packages. As a result of their broader market access, distributors are often able to increase the sales of dedicated product lines outsourced by suppliers. New customers may be attracted and switch to products... 

On the business side, we have quite a diverse set of customer portfolios, so it tends to be a money-driven activity. How do we address that Overall, we need to be quite proactive in addressing any sort... 

Sales and marketing 163-172. see also Customer-centric marketing cross-selling opportunities 191 customer portfolio strategies 164—167 customer relationships 167-169 e-commerce 79-92 micro-market management 170-172 sales generation process 169-170 Sales channels 79, 127, 164 Sales force 82, 90, 169-170 SciQuest 79-80... 

Customer portfolio strategy. This has to be focused on the externally and internally most attractive customers. Selecting a customer portfolio which is in tune with the compan/s own internal strengths reduces complexity and increases overall profitability. 

The system resulting from the combination of technology and business plans adds value at two levels. At a basic level it supports the provision of personal asset allocation advise to consumers. At an advanced level it supports the complex needs of financial advisors in serving their clients, designing customized portfolios, and dealing with the product originators. Depending on the business plan of each client institution the system would add value at either one, or at both levels. 

While many supply chains are product centric, the mainstay of ET s supply chain is knowledge and technology and products are unique for every order. Therefore, the company also works with a large number of customers and suppliers. It continuously updates its customer portfolio to ensure that there are expected orders up to six month in advance. Similarly, it also selects supphers dynamically according to the current requirements. The main supplier selection criteria are references and observations as well as test runs. 

The so-called customer portfolio models or matrices (CPM) are targeted at... 

A method that is rather similar to the ABC analysis in terms of applicability and simplicity is the customer value matrix. The concept of the customer portfolio matrix, as described in an earlier section, also underlies this tool however, here quantitative dimensions have been chosen. 

Terho, H., Halinen, A. (2007). Customer portfolio analysis practices in different exchange contexts. Journal of Business Research, 60(1), 720-730. 

Yorke, D., Droussiotis, G. (1994). The use of customer portfolio theory—an empirical survey. 

---