Customer recovery strategies The goal of every seller is for his customers to buy a new machine from him again if necessary. Acquiring a new customer means a lot more effort than keeping an existing customer: 80 – 20 rule. However, it is important to note that one dissatisfied customer tells 11 other customers, who
Team development The greatest potential in a company is its employees. This means that they must be trained and motivated accordingly in order to identify 100% with the company and to be passionate about the business idea and run for it. The managers should be developed into coaches, learning from best practice from the entire
Professionalization Professionalization in the dealership is a fundamental building block for increasing the quality of the network. The introduction of a dealer standard provides the opportunity to focus annually on various development potentials and to promote them accordingly. With these assessments and the action plans developed from them, the partners' performance is strengthened and improved.
Dealer classification To classify dealers, a dealer scorecard and a dealer potential analysis are created in advance, which demonstrates the quality of the partner. The dealer classification is developed from this result. Based on this classification, an incentive and steering system is set up to encourage partners to increase their performance with appropriate incentives.
Territory coverage Territorial coverage is analyzed and determined via the sales results achieved. This results in a potential calculation. This says whether areas of successful dealers should be expanded, new dealers should be acquired, or unsuccessful dealers should be replaced via warning processes. By creating a cartographic area coverage, this can be represented in an
Basic determination of the dealer network In the basic assessment, the contract situation is first evaluated, which dealers have which contracts. How do we want to build cooperation and what contracts do we need for this? A communication platform must then be installed and set up with the partners. To create a strategy, the ideal
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