Enterprise Marketing: How To Solve The Plagued By "Poor" Customers

< p > any industry, customers can be divided into high, medium and low end, low-end customers are actually poor customers, the biggest feature of the poor is no money.

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< p > not only that, but poor a href= "//www.sjfzxm.com/news/index_c.asp" > Customer < /a > because funds are "stretched to the limit", every effort must be made to push back the payment time, and the payment method is bad. As a result, the capital recovery cycle is very long, and the funds can not be recovered.

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< p > poor customers, namely low-end customers, have four hazards. Any company must have a big eye to recognize the essence: < /p >

< p > < strong > harm one: "poor customers" are high cost customers < /strong > < /p >

< p > > many a href= "//www.sjfzxm.com/news/index_f.asp" > Sales < /a > staff think the "small" customer development cost is low, this concept is seriously wrong.

These low end customers are generally lagging behind, and their market competitiveness is not strong. Naturally, there is no market. The scale of production is not large enough, and consumption is not large. That is to say, the sum of consumption of multiple small customers may not be as large as that of a large customer.

In fact, enterprises need to develop and maintain every low-end customer as an independent customer. This is bound to waste a lot of resources on every low-end customer, especially time and human resources. The time and cost of developing a low-end customer are lower than that of a high-end customer, but the development of two or three low-end customers may have already exceeded the development of a high-end customer, and the benefits from a high-end customer are much higher than those of these low-end customers. That is to say, the opportunity cost of low end customers is too high, and the low end customers are not low cost.

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< p > < strong > harm two: "poor customers" are "killer" customers < /strong > < /p >.

It is decided that they will try their best to lower the cost of products and win the market through low prices. However, the limited capability will inevitably result in their effective management and control of production and operation costs. As a result, they will inevitably reduce the cost in the procurement process. "If you do not reduce the price, I will look for another" a href= "http://fz.sjfzxm.com/" supplier "/a", anyway, it is not your company ", causing the competition of suppliers not to produce or develop higher level, but to return to the most primitive market competition state -- vicious price competition, fighting fierce" price war ", suppliers being slaughtered, and prices being pressed very low, suppliers only have to" look up and down ", even if they finally get orders, they are also scarred. < p > low end customers have limited financial resources, limited scale and limited capabilities.

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< p > < strong > harm three: "poor customers" are troublesome customers < /strong > < /p >

"P" and "poor customer" not only to get a low order, but also to provide good services to the suppliers, and the hope that the service of the co - and - and - to - the - the - and - and - and - to - and - and - to - and - and - to - and - to - and - and Codo. The customer has established a good relationship, and the customer is bound to be unable to obtain the approval of its downstream stakeholders because of the fluctuation of production.

Moreover, because of the non-standard management of these enterprises, there is a complex "informal" network, and the "rebate" in procurement is serious.

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< p > < strong > harm four: "poor customers" are rogue customers < /strong > < /p >

< p > low end customers have poorer profits and cash flow is more precious. So when they pay, they always block the bill and do not pay on time.

Some of them are simply in the debt dilemma. The capital chain of enterprises is basically in a state of fracture. Today, if the product is needed, the supplier's arrears will be paid first. Tomorrow's thing will be said again tomorrow. Making him pay is simply impossible. Customers and suppliers are "four heads relative".

Some customers are simply doing a "hammer" business, buying no money, you are willing to deliver goods, do not want to pull, I look for new suppliers, then became a customer "rogue", the company "helplessness".

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< p > Southern leader Huang Xianren often said: "the ultimate goal of enterprise management is to make profits. Three streams of enterprises are losing money, and the second class enterprises are struggling in the" a href= "http://pop.sjfzxm.com/popimg/fz/index.aspx" profit and loss balance < /a ". The first class enterprises are lucrative and easy to enjoy. The high level a href=" //www.sjfzxm.com/news/index_x.asp "> marketing /a > is to bring profits to the enterprises above the average level of the industry.

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