How do you get your customers to buy more?
- Use a centralized database to keep track of their various activities like
incentives, leads, warehousing, etc.
- Supplement that database with outside information whether from a chain HQ
or distributors so you know what they purchase.
- Identify things you can sell a customer that they don't already purchase.
- Identify customers that can be switched to more profitable products.
- Reach out to customers with a sales force armed with knowledge.
- Give customers offers that reward category expansion.
- Use targeted direct marketing.
- Have a partner like IBI Data that knows how to gather and leverage this
information.
Gap Analysis, Volume Tracking, Database Marketing, Tele-sales