客戶價值管理模式( 11)英文ppt課件

1、Janet LeBlancDirector, Canada PostPrice Performance ProfileValue MapValue ScorecardHead-to-Head Comparisons (Average)IdentifyValueDriversMeasureValue CreationAfter TransactionBusiness ProcessImprovementConductBaselineStudyOn-goingTransactionalSurveysDevelopActionPlansMeasureMarketPerceptionOn-goingM

2、arketSurveysfeedbackThe Value Proposition Deployment ProcessBuild CommitmentToValue PropositionProcess &OrganizationGap AnalysisChanges To Deliver Value Proposition Internal Tracking&MeasurementTrackingMarketImpactPlan/Do/Check/ActPlan/Do/Check/ActInternalManagement/StaffGroup ofCompaniesCustomer Va

3、lue Yields Big DividendsDoubled profits in a single yearMoved from being a market “nicher to the market leaderWireless Telecom CompanyHeavy Equipment DealershipUnderground Mining Equipment Manufacturer / Distributor International Health and Leisure Firm50% reduction in customer churnImproved equipme

4、nt delivery time from 10 days to 2 days Total estimated bottom line contribution = $4.5MDoubled sales revenue from $250M to $500M+Tripled market share in a strategically important market: 4% - 12%Increased employees from 600 to 1000+Achieved record profitability last yearReclaimed more than $8mm in

5、lost sales30% improvement in on-time deliveriesImproved margins on equipment repairs from 11% to 28%Source: Adapted from Customer Satisfaction in Practice by the American Productivity & Quality Center, 1998MODELING EMPLOYEE VALUEThe Right WorkforcePositive TurnoverAcquisitionRetentionEmployee ValueR

6、elative CompensationRelative Job QualityBase SalaryWork Life BalanceBrand EquityManagerQualityBenefitsBonusPay EquityThe “Value of Customer ValueStrengthen value propositions value is the basis for customer decisionsIdentify responses with the greatest impact on customers future purchase behaviourHone in on winning client strategiesDiscipline and focusacross all functionsDramatic imp