Archive for September 3rd, 2008
Why don’t you understand your customers?
The Fortune 20 company I was working with couldn’t understand why a segment of their customers were defecting in droves, and those that stayed were hammering them on price, causing their margins to spiral downwards faster and faster with each quarter’s results. The company had focused their marketing around three primary themes: Inventory control Cost […]
Posted: September 3rd, 2008 under Customer Insight, Customer Value, Marketing, Sales.
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