By Patrick Forsyth
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Extra resources for Business Planning
Promotion Public relations 62 BUSINESS PLANNING FORM 7 SALES PLAN Sales plan Individual targets Name Target Actions/timing Name Fig. 7 Form 7.
And computer processes can make the necessary analysis straightforward. One aspect of this is the analysis of customer profitability. Analysis of customer proﬁtability This has come to be more important as customers have polarized and the big have got bigger. As customer demands or services offered (or both) extend, more and more margin is vulnerable to being eaten up in just getting the business. Any company that analyzes the costs of obtaining business may be shocked at just how many things seemingly conspire to reduce margin.
Annual/monthly spend)? e. frequency)? » Who do they buy from? » How do they find/locate potential suppliers? What do customers think of the market? » Why do they buy? And why do they buy the way they do? g. good value, overpriced)? » What do they think of service from suppliers? How is the market served competitively? » Who are our direct/indirect competitors? » What are their strengths/weaknesses? What are the trends? » Is the market growing, contracting, changing, restructuring – and how is the competition reacting?