Avoid price dilution by making yourself valuable to loyal customers

Article Abstract:

Price dilution is a condition where regular accounts take advantage of promotional prices aimed to entice new customers. It can be prevented by identifying and responding well to the customers' requirements. The customers may not endeavor to assess a different supplier which offers a discounted price due to the convenience of transacting business with their present supplier. Discounts should only be afforded to new clients and should be applied only during the first year of the business relationship, at which time the business makes itself more indispensable to the customer.

Methods, Pricing, Marketing management, Distributors (Commerce), Discounts (Sales)

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Building a 1-to-1 dialogue

Article Abstract:

Business marketers in one-to-one enterprises operating in interactive environments can take a number of steps to improve their relationships with customers. The first is to refrain from trying to get every scrap of information about customers in one single transaction. Marketers should also communicate with customers using various media while privacy protection concerns of customers must be addressed.

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TRENDS AND TENDENCIES: GETTING TO WHERE WE'RE GOING IN 1999

Article Abstract:

The business-to-business marketing industry seems to be in constant change with new trends emerging all the time. Identifying and forecasting these trends can be somewhat difficult. It is important that each company that wants to have a strong future should be embracing these trends and remaining flexible to the possibilities that technology will bring.

United States

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