Sales Promotion Program to Increase Our Revenue

1. SALES PROMOTION
PROGRAMS
Presented by : Obed FL, ST
PENINSULA Hotel, 22 May 2014

2. SALES PROMOTION
PROGRAMS
1. SALES PROMOTION FOR NON USERS
2. SALES PROMOTION FOR LOYAL CUSTOMERS
3. SALES PROMOTION FOR UNLOYAL CUSTOMERS
4. SALES PROMOTION FOR PRICE SENSITIVE
CUSTOMERS
5. CUSTOMER LOYALTY PROGRAMS

3. Sales Promotion
Source : https://www.google.com/search?q=UNLOYAL+CUSTOMER&es_

4. LOYAL CUSTOMER
How to make our customer more loyal with our
PRODUCTS ?
Source : https://www.google.com/search?q

5. The 3 Character of LOYAL Customers
1. YOUR LOYAL
CUSTOMER
always driving
80 % of your
total revenue
…

6. The 3 Character of LOYAL Customers
Source : https://www.google.com/search?q=UNLOYAL+CUSTOMER&es

7. Print master
Source : http://www.incentivemag.com/incentive-programs/consumer/
The 3 Character of LOYAL Customers
2. INCREASED
and
REPEATED
Spend …

8. Building Customer Loyalty, One Cup at a Time
Every Wednesday morning, Business
Travel Sales Manager Jin Pyen meets
with Hyatt Regency Atlanta guests and
local business people for "Java With
Jin," a successful consumer loyalty
and appreciation program she
launched in February 2013.
The 7 Character of LOYAL Customers
“Believe in the value of growing
customer loyalty”

9. The 3 Character of LOYAL Customers
3. RECOMMEND to Others …

11. What Is Customer Loyalty ?
Customer Loyalty is a bond between a targeted
customer and a supplier where the customer
consistently spends most or all of its budget on the supplier's
goods or services. Loyal customers add value to a supplier's
bottom line by:
 Providing a consistent cash flow over time
 Generating new sales by referring other customers
 Paying a price premium
 Buying a broader mix of goods and services
 Co-developing leading edge products that can be sold
to other customers
 Reducing the company's selling and servicing costs
 Enhancing loyalty in target customers can lead to
sustainable and profitable sales growth

12. What Is the Difference Between Customer
Loyalty and Customer Satisfaction?
Many organizations track and manage customer satisfaction.
But most of them do not see any connection between their
satisfaction scores and the bottom line. We have discovered
that even if a customer is 'satisfied,' it may still shift some or
all of its business to a competing supplier. This is because
satisfaction measures customer preferences,
which are often unrelated to their behavior. For
example, while 'price' is frequently cited as a leading cause
for dissatisfaction, it is almost never the most significant
reason why a customer leaves. Customer loyalty,
however, is based on customer buying behavior.
Its measurement is directly linked to profits
Source : http://www.rathstrong.com/WhitePaper/White-Paper-Customer-Loyalty-Analysis.aspx

13. From NON Customer to become
LOYAL and NOT PRICE SENSITIVE
Customer
Source : https://www.google.com/search?q=UNLOYAL+CUSTOMER&es_

14. The Tragedy in
CUSTOMER LOYALTY
STORY

15. Is it TRUE ?

16. Why our Customer move
to Competitor ?

19. The SAD Story about
Customer Loyalty
1. OVER BUDGET Vs NO Budget
2. FOCUSED only in the PROGRAM
3. UNCLEAR MESSAGE
4. INFERIOR FEELING
5. LOW Participation
6. SHORTTERM Target Only
7. WRONG JUSTIFICATION
8. UNQUALIFIED MANAGER
9. UNCONCISTENCY in the COMMUNICATION
10. The DESIRE to become number ONE, BIGGER
and GREATER

20. Thank You
Obed FL, ST
Progressive DynamicChangeAgent