How Do you Identify Profitable Customers and how Should they Be Treated?
Measuring customer value and increasing it systematically.
In addition to the traditional financial key indicators, such as sales and profit contribution, the value to your company of customers is also determined by non-monetary factors. With their positive and negative recommendations and cross-selling and up-selling opportunities, customers represent value added for you company. This element is often not included in traditional calculations for the analysis of customer lifetime value (CLV).
The scientifically sound instrument, GfK LoyaltyPlus® Value, produces clear and traceable customer scoring that enables you to increase customer value systematically:
- How can (potential) customers with high, medium and low customer values be identified?
- How can these different customer groups be serviced effectively and in such a way that their value to the company is increased?
- Which of the many available marketing figures are the decisive ones for the sales management that best reflect customer value?
Experience has shown that the successful use of customer scoring depends crucially on the involvement of and acceptance by Sales. We support you in using individual concepts to integrate the results into the company-based environment (CRM software, balanced score card, etc.).
