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Time to admit: is this your Sales Rep?

Picture your sales rep in the customer’s shop. He has this season’s product catalogue and some tangible samples to present and the retailer has agreed to give them some time today. It’s the ideal scenario for a profitable sales call, right? This is right, however the rep […]

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What’s the Value of One Extra Customer?

In the B2B marketplace, business planning often stays at a macro level with ideas being tabled that aim to target market sectors rather than individual customers. Whilst this is understandable and is often resource-savvy, it often undermines the value that can be attached to one individual client […]

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Retail outlets, a platform for brand engagement

Retail site location planning

The emphasis in retail outlet choice is shifting from being a point of purchase to providing interactive customer touchpoints with your brand. The cost benefit of transacting online with your customers can often seem like a good reason not to develop or expand your retail outlet portfolio. […]

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RFM Segmentation – Recency, Frequency, Monetary (RFM)

Customer Lifetime Value

RFM Segmentation explained RFM (recency, frequency, monetary) analysis or segmentation is a marketing technique used to determine which customers are considered best by examining how recently a customer has purchased (recency), how often they purchase (frequency), and how much they spend (monetary). RFM segmentation is sometimes referred […]

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Customer scorecards and predictive models

Customer scorecards and predictive analysis models. For those of you new to the concept of using scores within customer scorecards for database segmentation, profiling and to then select individuals for targeting, the following example should help. Most people have at some time applied for an insurance policy […]

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Sales reps efficiency improved by Territory Runner at Costa

Costa Express Costa Coffe Proud to Serve

Sales reps efficiency improved at Costa Coffee using Territory Runner. As part of a drive to improve efficiency of their field sales reps, Costa Coffee Express & Proud to Serve approached Tech4t to help them: 1. Design a field sales territory structure; merging two disparate field-sales/agent teams. […]

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