Improve Your Ability to Segment Customers

• Loss of market share
  Audio Tip: Customer Segments and Share
• Unrelenting demands for discounts
  Audio Tip: Customer Segments and Discounting
• High turnover in some customer segments
  Audio Tip: Customer Segments and Turnover
• Minor relationships in the industry’s best segments
  Audio Tip: Customer Segments and Roles
• Low margins in many customer relationships
  Audio Tip: Customer Segments and Margins
• Customers bringing on additional suppliers
  Audio Tip: Customer Segments and Additional Suppliers
• Slow sales growth among Company’s key customer segments
  Audio Tip: Segments and Customer Growth
• Unproductive sales calls in some segments
  Audio Tip: Customer Segments and Sales

• By the importance of the market segment
  
  • Size of customer relationship: Does the customer segment buy enough to matter?
  • Segment volatility: Can you capture and retain the customer market share in motion?
  • Segment profitability: Does the customer segment cover your costs?

• Audio Tip: Segmenting Customers by Their Importance to the Company

• By the needs of the target customer segments
  
  • Physical: How does the customer segment use, transport and store the product?
  • Emotional: Can you improve the market segment's experience, either individually or as part of a social segment?
  • Intellectual: Would some segments benefit from more knowledge about the product?

• Audio Tip: Segmenting Customers by Their Needs

<Return to Find New and Important Market Segments