ABC + Overview - How are our customers grouped in ABC + analysis?
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This page can assist you in making decisions based on different customer categories. The customers are categorized by Invoiced Value and Real Margin %.
On the left side you can apply a filter for the year and the customer group.
The customers are categorized into the four following groups based on their Real Margin % and monthly Invoiced Value compared to the average values: PROTECT, GROW, IMPROVE and CLEAN UP.
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GROW customer |
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PROTECT customer |
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Invoiced Value: Lower |
Real Margin %: Higher |
Invoiced Value: Higher |
Real Margin %: Higher |
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Review customers and assets if revenue can be grown over time. Cross sell added services etc. |
These customers should always get the first response/most attention. Consider new products or added services to build increased loyalty |
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CLEAN UP customers |
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IMPROVE customers |
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Invoiced Value: Lower |
Real Margin %: Lower |
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Invoiced Value: Higher |
Real Margin %: Lower |
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Don't be afraid to lose these customers. Consider price increase or deprioritize service levels. They may not be worth your time. |
Primary focus should be to improve the margin. Standardized operations? Price increases? Cheaper materials? |
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