Positioning Study Changes Target Customer Profile

Background: A consumer products organization, specializing in accessories for power motor sports, was developing a long-term strategy for changing their sales process and growth.  While they had an understanding of their market, they had not formally looked into their customer base.  As such, they had no clear direction on which to base their strategy. Challenge: […]

Linking Member Engagement to Association Growth

Background: A professional society (“Association”) with approximately 2,400 members established an aggressive yet attainable goal for growth:  increasing dues and non-dues revenue by 15 percent over a five-year period.  The Association had been collecting every member revenue transaction dating back several years, yet as an organization it lacked the skills to effectively mine the information […]

Can’t Get [No] Satisfaction: Chemical Manufacturer’s New Strategy For Unhappy Customers

Identifying segments of customers with differing needs helps a manufacturer grow revenue and profits with the right customers – and avoid wasting resources with the wrong ones! Background A manufacturer of chemicals for the paper industry (Client) was a well-regarded name in the business with a reputation for high quality products and customized solutions. The […]

Measuring Relationships – Driving Revenue

An Industrial Distributor uncovers hidden growth & profit potential in its customer base using Loyalty Segmentation Background & Challenge: One of the largest industrial distributors in North America (“Client”) provides a broad range of products and value-add services to approximately 500,000 customers in the infrastructure and construction sectors.  Customers are serviced through branch locations across […]

Customer Segmentation Drives Targeted Growth Strategy

Staking a distinct position in a market with diverse needs helps telecom service provider grow profitably. Background: A regional telecommunications service provider (Client) served approximately 40,000 residential customers. The company was established in the mid-1950s to bring local and long distance telephone service to, what was then, a remote rural outpost. Evolving with the times, […]