Raise ‘Share-of-Customer’ –Farquharson/Tedesco
Before licking your chops, slick, the $32mm figure is only important for the next calculation. Therefore, a 5 percent jump in Share-of- Customer (from 25 percent to 30 percent) can be calculated using this equation:
$32 million (at 100 percent SOC) x .05 (5 percent) = $1.6 million
Now, add this $1.6mm to the original $8mm from your top 20 customers, and add the remaining $2mm from the bottom 80 percent. Your company now has $11.6mm in sales.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
