Page 32 - BOSS Today Issue 5
P. 32
SALES & MARKETING
ADDING
VALUE TO
BOOST
PROFITS
Offering extra services to your
existing client bank is a smart move
t’s often said that it’s easier fulfilment.
to get more business from Moving into fulfilment offers
Iexisting customers than it is two main benefits. First an
to win new customers. additional revenue stream is
That’s hardly surprising. opened up, complementing
People who don’t know you your core business. Secondly,
may be suspicious, have by providing an additional
preconceived ideas or prefer service to customers, you can
other suppliers: whereas once lock yourselves in more, making
you’ve proved your expertise yourself more indispensible.
and reliability, customers are Obviously investment
likely to want to use you again. into new areas is a big step
This being the case, what for any organisation, but the
can the office supplies sector potential additional revenue and
do to generate this additional enhanced customer retention
business? can be far more significant –
The answer is straightforward: offering substantial return on
take a greater proportion of investment.
the value chain from your Mail handling equipment
customers. In other words, solutions can be tailored to
increase your value proposition individual organisations, from
by providing additional products entry level desk-top systems to
and services. complete bespoke production
solutions. With this in mind,
Choose your route organisations from across the
There are basically two industry can exploit untapped
directions to take: upstream into potential within their customers.
design services or downstream
into fulfilment and distribution. Key factors
As Europe’s leading supplier A consultation with one of
of mailing equipment and Neopost’s mailing specialists
solutions, Neopost prides itself should assist in identifying a
on opening up the value chain best-fit solution for a business’s
to service providers through needs. The choice of solution
32 BOSS TODAY | October 2010
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