FAQ

How do we increase our turnover?

Our answer:
Obtain a clear idea of your market shares and your market opportunities! We examine the relationship between the number of your existing customers and the highest possible number of customers (per segment). We find out opportunities for increasing your sales with existing products as well as any cross-selling potential.
Our aim is to increase your utilization rate!

Recommendation:

• Survey of existing customers
• Survey of target customers
• Market potential analysis
• Focus groups

How can we prevent losing customers?

Our answer:
Lost customers can be attributable to individual or regularly occurring reasons. In any case it is important to find out the reasons and assess appropriate reacquisition measures in terms of their cost-value ratio. You'll need a sound basis for your decision whether to "fight or give up"!

Based on a professional analysis of existing customer data or a combination of these data with information collected via market research, we are able to assess opportunities and risks. If you are likely to lose customers in a certain target group, you will be able to systematically counteract this predictable loss.

Our recommendation:

• Survey of former customers
• Survey of existing customers
• Customer migration analysis (SPSS)
• Data mining (SPSS)

What happened with our offers/quotations?

Our answer:
It is often very uncertain what actually happens with offers or quotations. This fact doesn't only result from a lack of follow-up actions, such as telephone calls. A professional analysis may reveal potential weaknesses of the entire offering system, such as insufficient  knowledge of the exact customer requirements or about the situation of competitors.

Our recommendation:

• Survey of offerees (recipients of offers)
• Analysis of offer data (SPSS)

Are our employees customer-oriented, and to what extent?

Our answer:
Your aim to think and act in a customer-oriented manner is firmly established in your corporate guidelines and your communication. You know that all your employees should follow this customer-oriented approach. As your market success depends on an outstanding internal performance, it is important to know, whether your employees really live by your company´s "philosophy", show initiative and focus their activities on satisfying your customers. You want to know what is to be done so that customers really notice this performance-driven corporate culture.

Our recommendation:

• Employee survey
• Customer survey

Which additional service or which new product will enable us to make profit?

Our answer:
If you want to know what your customers will buy tomorrow, you need to ask them today. Of course, you want to use the experience of a specialist and the knowledge from external databases. Only a detailed analysis of your customers' wishes and requirements ensures that you are able to tailor your range of products and services faster and better than your competitors to the actual market requirements  and to survive in this rapidly changing competitive environment.

Our recommendation:

• Customer survey
• Market potential analysis
• Focus groups (with selected customers)

Where and how should we advertise?

Our answer:
Gain insight into the effectiveness and impact of your advertising. Do you address your target group? What do customers actually perceive? How do they absorb and transform the advertising message? Do you need more image or more product advertising? And above all: on which part of your advertising could expenses be reduced?

Our recommendation:

• Customer survey
• Analysis of the purchaser behavior and correlation between advertising and increased sales

How can we acquire new customers?

Our answer:
In order to win new customers, you need absolutely precise information about actual market demand, turnover, growth opportunities and your competitors. During discussions with focus groups or in brainstorming sessions you can take advantage of the comprehensive know-how of all discussion partners to solve complex tasks. Especially the problems of acquiring new customers may be tackled and treated far more efficiently by such groups than by individuals.

Our recommendation:

• Survey of target customers
• Survey of existing customers
• Market potential analysis
• Focus groups

How can we increase the success of our presence at trade fairs?

Our answer:
Nowadays you can no longer assess the success of a trade fair based on the number and amount of sales concluded. You can only try to determine the improvement of your image, the reaction and motivation of your customers as well as the correlation between trade-fair visitors and sales contracts concluded after that event, thereby justifying your high exhibition costs.

By interviewing trade-fair visitors we can identify possible ways of how to improve the impact of the next trade fair. Which products left a strong impression on visitors? What were your visitors particularly interested in? Did you express your exhibition targets in a customer-oriented manner?

Our recommendation:

• Interviewing trade-fair visitors

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