Key Account Management (Profiling)

Any organization can add any additional fields to an account (customer or prospect) to track pertinent details. CustomerTRAX has added a new profiling section (group) and templates to track 5 primary areas.

1. Organizational Profile – Contains questions to track general info about organization (search)
2. Purchase Profile – Contains questions to track purchasing behavior (search)
3. Partners – Track vendor relationships with your customers (create, link, search)
4. Account Scorecard – Provides a methodology for assessing where you are at and areas to improve with a customer (create) (search)
5. Account Plan – Provides a template to assess and setup next steps (create) (search)
6. 

Organizational Profile

1. Growth (5yrs)
   1. Negative
   2. Same
   3. Increased
2. Financial Condition
   1. Excellent
   2. Good
   3. Fair
   4. Poor
3. Land
   1. Own
   2. Lease
4. Contracting
5. No. of Employees
6. Past Challenges with Customer
7. Influence in Community
   1. High
   2. Average
   3. Low
8. Member Organizations

Purchasing Profile

1. Preference
   1. New with Trade
   2. Used with Trade
   3. New (no trade)
   4. Used (no trade)
2. Influencers
   1. Seasonal
   2. Attractive Financing
   3. Presell Discount
   4. Friends and Neighbors
3. Other-Influencers
4. Where
   1. One Dealer
   2. Multiple Dealers
   3. Internet Listings
   4. Auctions
5. Why
   1. Increase efficiency
   2. Upgrading equipment
   3. Add capabilities
   4. Used Equipment with trade
   5. Note due
6. How
   1. Plan of advance
   2. Constantly looking
   3. Financing available
   4. When contacted
   5. Auctions
7. Financing
   1. JD Financial
   2. Competitive lender
   3. Local bank
   4. Personal loans
8. Services
   1. Bulk DEF Customer
   2. Bulk Oil Customer
   3. RTK Customer
   4. Data Service Customer

Search Example

Create a saved search for Accounts with ‘Services’ of Bulk Oil or RTK