Increasing revenues and earnings at existing customers
A volume brand wanted to increase its turnover. An analysis of MSR revealed that there was still a lot of potential within the existing customer portfolio. Together with the importer, we have set up a national approach, consisting of MSR standard modules, that increased the sales to existing customers by 25%.
Our approach
- Potential analysis within existing customers
- Phased roll-out, starting with the rich customers
- Modular deployment of proven concepts at different stages in the customer lifecycle
- Created involvement at dealers and where possible uses existing capacity
Tools
- MSR potential analysis
- MSR customer research into preferences
- Performance dashboard
- MSR Call Centre for proactive customer contact
- MSR lead management system
- MSR call centre safety net for 100% assurance
Results
- 100% consistent follow-up of existing customers at the relevant times
- More revenue per customer
- Higher loyalty per customer
- More margin per customer because of the lower acquisition costs for new customers