Account Management 2.pdf

1. CHOOSE YOUR KEY ACCOUNTS CAREFULLY

You can’t just stop at naming all your clients as “key accounts” because you are going to spend a lot of company Ime and resources in doing this. During our last conversaIon, we talked about selecIng our TOP 15 accounts but I do sincerely apologize for not providing you with the guidance on how to do it and the criteria; please choose them based on which account you think will significantly benefit PPC and deliver a large amount of revenue. This may involve proper research on our client’s business plan, objecIves and overall financial health. Do remember guys that our Ime is very valuable, and by virtue of profits and losses, we may need to deliberate if the Ime we spent for a certain account will give the company back its investment on us (hourly pro-rated salary, gasoline, Ime spent on a certain account). When researching our clients, let’s all pay close aYenIon to those who are more likely to grow with us in the future or have been consistent and loyal. If unsure, ask yourself this; “If we lost this account, how difficult would it be to fill the revenue gap?” If filling that revenue gap would be almost impossible, then that account should be designated as a KEY ACCOUNT. As part of the qualificaIon process, you may want to do check this table and use it as a reference exercise. I am sure that you know your accounts well to place them properly. (see next page)

PROFIT MATRIX Product Category

1



3

4



Profitable

Marginally Profitable

Lowest Profit

A

PERFECT / NEVER MISS THIS ACCOUNT

REGULAR / PRIORITY SCHEDULE

Constant Visit

Redirect to master dealers/peddlers or distributors but do courtesy visits

B

VISIT AS PROMISED / AT LEAST TWICE PER WEEK

REGULAR SCHEDULE

Regular Schedule

Redirect to master dealers/peddlers or distributors but do courtesy visits

C

If you are available / visit if your schedule permits

Visit if available

Only if you are available or no other schedule

Serve only if transacIon is profitable

D

Respond to transacIons (inquiries, calls, etc)

Visit when there is no conflict with priority clients

Serve only if inventory is available

Null Accounts / Possibly redirect to master dealers or peddlers

Highest Profit Customer Category

2

Highest Profit

Profitable

Marginally Profitable

Lowest Profit