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Customer Database

How would you answer these questions?

  • Who are your Most Valuable Customers (MVCs)?
  • How much revenue and profit do MVCs generate?
  • What territory has the most/least sales?
  • What is your "hit" rate?
  • What is your customer defection rate?
  • What are your targeted niches?
  • Do you have profiles for prospecting?

What is a Customer Database?

A Customer Database is essential to your ability to gather and track customer information to manage you sales & marketing effectively. It is a resource for customer profiling, identifying MVCs, target marketing, and territory assignment and sales coverage. It is a planning tool to manage your markets and sales. The time and money you spend developing a customer database is repaid many times over.

Benefits of Developing a Customer Database

  • Identifies potential markets and customers
  • Generates targeted mailings
  • Monitors sales and revenue performance by customer and product
  • Spots buying trends
  • Shows sales increases/decreases by customer and product
  • Helps manage your marketing plan

How can Phase 3 help me develop a Customer Database?

We start by helping you build a simple database that is easily changed and understood, in a format that is useful for sales and marketing functions. We ensure the information is easily accessed, manipulated, and sorted. Depending on your needs and requirements, we customize databases ranging from basic to comprehensive. We often recommend off-the-shelf databases that can be tailored for your specific uses. After you are comfortable with the simple database and realize the benefits, we can help you add a wealth of information to the customer database to make it an even more comprehensive and powerful marketing tool.

 
 


© 2002-2004 Phase 3 Consulting, LLC All rights reserved.
David C. Cranmer, President
18629 Queen Elizabeth Dr.
Brookeville, MD 20833

301.807.3562 (Telephone)
301.570.0342 (Facsimile)
dave@phase3consulting.com