Customer Relationship Management
What is the purposes of profitability by company?
Measure company performance
What is the purposes of profitability by project/profit center?
Measure project performance
What is the purposes of profitability by region?
Measure regional performance
What is the purposes of profitability by country?
Measure country performance
What is the purposes of profitability by product transported?
Measure industry performance
What is the purposes of profitability by ports?
Measure change in importance of ports
What is the purposes of profitability by services?
Measure service performance by product
What is the purposes of profitability by agent?
Measure agent performance
What is the purposes of profitability by carrier?
Measure carrier performance
What is the purposes of profitability by partner?
Measure partner performance, customer, vendor, agent
What is the purposes of profitability by service director?
Measure manager measurement
What is the purposes of profitability by sales?
Measure sales performance
What is the purposes of profitability by customer service?
Measure the relationship between customer service and profitability
What is the purposes of profitability by pricing strategy, single source, loss leader, monopoly?
Measure the profitability against different pricing strategies
What is the purposes of profitability by customer?
Measure the profitability of different customer types, top, new, lost, potential, medium
What is the purposes of profitability by Incoterms?
Measure profitability by different Incoterm like FOB & CIF
What is the purposes of profitability by sales channel?
Measure profitability by different sales channel
What is the purposes of profitability by routing?
Measure profitability of different routings
What is the purposes of profitability by packaged sales?
Measure profitability against different mix of sales
What is the purposes of profitability by top ten customers?
Measure profitability by top ten customers
What is the purposes of profitability by time?
Measure profitability trend over time
What is the purposes of profitability by loss making business?
Measure the loss from a particular customer or particular type of business
What is the purposes of profitability by lost business?
What is the loss of profitability as result of lost business
What is the purposes of profitability by emerging market?
Measure profitability of new markets
What is the purposes of profitability by import and export?
Measure the profitability of either import and export
What is company profitability against market performance?
Measure company profitability against competitors
What is the purpose of customer analysis by joined date?
Measure customer loyalty
What is the purpose of finding capital tied up by customer?
Measure interest cost by different customers
What is the purposed of budget revenue and profitability by top ten customers?
Explore opportunity and Avoid risk
What must exist before Customer Relationship Management?
What should be included into lost business analysis?
What is important for measuring total contribution by customers?
volume discount gap by tonnage
What are top ten customers?
What is the most important function of CRM?
measure 4P strategy
Why is difficult to set up CRM?
accuracy, timely, completely, costing
What kind of external information is necessary for CRM
Market, competitor, port
Why is it difficult to have CRM profitability information?
System limitation, additional manual work, fair basic of cost allocation
Can CRM facilitate business planning?
by routing by tonnage
Why it is costly to provide CRM information
Can you give an example of full information for credit control?
profitability, interest tied up, volume discount, lien, expenses
What are critical information for CRM
complain, missed order, competitor information, customer KPI
What are the critical step for CRM?
consolidate group customers