Creating a Culture Focused on Customer Profit Builds Your Profits

decrease font size  Resize text   increase font size       Printer-friendly version of this article Printer-friendly version of this article

On a scale of 1 to 10, how clearly do your employees understand the economic impact you have on your customers? For every point under 10, you are probably losing a notable amount of business and profits in your own camp.

Many employees struggle with the process of uncovering how much your solutions can improve a customer’s position and profits by thinking, “Our solution and benefits are just so obvious!” What most employees lack are an adequate questioning vocabulary and a focus on the customer’s appreciation of profit. Most employees think the business that your company is in has to do with the product or the service, but not the result that the customer is buying. This is an inadequate understanding of what a customer values and can be a potential root of a business’s demise.

Facilitating a shift in focus that is not just on the customer but also on what the customer values, and thus the profit you deliver, can be a key to your accelerated growth or a turnaround.

The philosophical direction of a team is set by you as its leader. Whether you are the president or a manager of a small unit, you have the responsibility to direct where your team members put their focus and what is valued as a team. One focus you must foster in your team is that of working to improve the profits of your customers.

Presidents put the imprimatur on the mission statement, so if it is lacking in any aspect, the responsibility lays at their feet. Therefore, a powerful aspect that presidents can include in the mission is a statement that declares the priority of improving the profitability of the customers. It may seem like a minor issue or lip service, but missions can impact the actions of employees and impressions with customers. If you have the chutzpah to add a phrase emphasizing the importance your company puts on the profitability of your customers, I believe it will accelerate your growth as it has with many of our clients.

There are some businesses, in which profitability isn’t the best word, and perhaps “value” or some other equivalent is, but in most business-to-business environments, profitability is the perfect word to emphasize your focus on the customer. “Improving our customers’ profits” is a phrase that will capture their attention, and as you use other tools to prove your impact, you will increase customer retention as well.

The focus on “customers’ profit” begins at the top.

A focus on improving profitability for the customer can also be represented in your values. Values become a guiding force with your team, and they are empowered by including clear, customer-focused values to make more significant decisions that will mutually benefit the customer and you. A focus on increasing the customer’s profitability may become a competitive advantage if you are able to make it an obvious and pervasive focus in your people and processes.

You should set specific marketing objectives that revolve around improving your customers’ profits through improved service and innovations. If your team can discover effective methods to measure, research, improve and prove how you are increasing your customers’ profitability, then you will have a powerful marketing and sales tool. Letting your customers know of this type of objective and engaging them in the process of achieving it will lock them in. Few companies take marketing, innovation and a focus on what the customers value to such depth.

If there are millions in untapped business with your existing customer base, contact us for a free book on how to get those profits for you and your customer.


Buyers Guide

Doyle Equipment Manufacturing Co.
Doyle Equipment Manufacturing prides themselves as being “The King of the Rotary’s” with their Direct Drive Rotary Blend Systems. With numerous setup possibilities and sizes, ranging from a  more...
A.J. Sackett Sons & Company
Sackett Blend Towers feature the H.I.M, High Intensity Mixer, the next generation of blending and coating technology which supports Precision Fertilizer Blending®. Its unique design allows  more...
R&R Manufacturing Inc.
The R&R Minuteman Blend System is the original proven performer. Fast, precise blending with a compact foot print. Significantly lower horsepower requirement. Low inload height with large  more...
Junge Control Inc.
Junge Control Inc. creates state-of-the-art product blending and measuring solutions that allow you to totally maximize operating efficiency with amazing accuracy and repeatability, superior  more...
Yargus Manufacturing
The flagship blending system for the Layco product line is the fully automated Layco DW System™. The advanced technology of the Layco DW (Declining Weight) system results in a blending  more...
Yargus Manufacturing
The LAYCOTE™ Automated Coating System provides a new level of coating accuracy for a stand-alone coating system or for coating (impregnating) in an automated blending system. The unique  more...
John Deere
The DN345 Drawn Dry Spreader can carry more than 12 tons of fertilizer and 17.5 tons of lime. Designed to operate at field speeds up to 20 MPH with full loads and the G4 spreader uniformly  more...
Force Unlimited
The Pro-Force is a multi-purpose spreader with a wider apron and steeper sides. Our Pro-Force has the most aggressive 30” spinner on the market, and is capable of spreading higher rates of  more...
BBI Spreaders
MagnaSpread 2 & MagnaSpread 3 — With BBI’s patented multi-bin technology, these spreaders operate multiple hoppers guided by independent, variable-rate technology. These models are built on  more...


Comments (0) Leave a comment 

Name
e-Mail (required)
Location

Comment:

characters left


Smooth Wall Grain Bins

Meridian’s SmoothWall bins are the ultimate storage bins, used to handle and store fertilizer, grain, feed and seed, and extend ... Read More

View all Products in this segment

View All Buyers Guides

Feedback Form
Feedback Form