Customer Stratification
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Stratification of supplier Customer Loyalty
Opportunistic Customer
➢ High Profitability
➢ No Relationship ➢ Low Cost to Serve Cost to do business ➢ Low Volume Marginal Customers
➢ ➢ ➢ ➢
Low Profitability No Relationship High Cost to Serve Low Volume
Core Customers
➢ ➢ ➢ ➢
High Profitability Sustained Relationship Low Cost to Serve Cost to serve High Volume
Service Drain Customers
➢ ➢ ➢ ➢
Low Profitability Sustained Relationship High Cost to Serve High Volume
Sales Volume
Opportunistic Customer
➢ High Profitability
➢ No Relationship ➢ Low Cost to Serve Cost to do business ➢ Low Volume Marginal Customers
➢ ➢ ➢ ➢
Low Profitability No Relationship High Cost to Serve Low Volume
Core Customers
➢ ➢ ➢ ➢
High Profitability Sustained Relationship Low Cost to Serve Cost to serve High Volume
Service Drain Customers
➢ ➢ ➢ ➢
Low Profitability Sustained Relationship High Cost to Serve High Volume
Sales Volume
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