• Airlines 72 4.3%
  • Apparel 76 -2.6%
  • Automobiles & Light Vehicles 79 -3.7%
  • Banks 76 0.0%
  • Cellular Telephones 79 +1.3%
  • Computer Software 74 -2.6%
  • Department & Discount Stores 74 -3.9%
  • Fixed Line Telephone Service 70 +1.4%
  • Food Manufacturing 76 -3.8%
  • Gasoline Service Stations 75 2.7%
  • Health & Personal Care Stores 73 -5.2%
  • Hotels 74 -1.3%
  • Internet Retail 80 -2.4%
  • Internet Travel 79 1.3%
  • Supermarkets 73 -3.9%
 
 
Airlines 72 4.3%
Ambulatory Care 77 1.3%
Apparel 76 -2.6%
Athletic Shoes 78 -2.5%
Automobiles & Light Vehicles 79 -3.7%
Banks 76 0.0%
Breweries 76 -3.8%
Cellular Telephones 79 +1.3%
Computer Software 74 -2.6%
Cooperative Utilities 76 -5.0%
Credit Unions 81 -4.7%
Department & Discount Stores 74 -3.9%
Express Delivery (Consumer Shipping) n/a 0.0%
Fixed Line Telephone Service 70 +1.4%
Food Manufacturing 76 -3.8%
Full Service Restaurants 81 -1.2%
Gasoline Service Stations 75 2.7%
Health & Personal Care Stores 73 -5.2%
Health Insurance 69 -1.4%
Hospitals 75 +1.4%
Hotels 74 -1.3%
Internet Investment Service 76 -7.3%
Internet News & Opinion 73 -1.4%
InternetSearch Engines & Information 76 -5.0%
Internet Retail 80 -2.4%
Internet Social Media 74 4.2%
Internet Travel 79 1.3%
Investor-Owned Utilities 72 -2.7%
Life Insurance 77 -3.8%
Limited Service Restaurants 79 +2.6%
Household Appliances 81 1.3%
Municipal Utilities 68 -6.8%
Personal Care & Cleaning Products 77 -6.1%
Personal Computers 77 -1.3%
Property & Casualty Insurance 79 0.0%
Soft Drinks 79 -3.7%
Specialty Retail Stores 77 -2.5%
Subscription Television Service 65 3.2%
Supermarkets 73 -3.9%
Wireless Telephone Service 71 1.4%

B2B Case Study - Which customers to focus on

A major European technology provider followed performance- and financial KPI’s. Margins on different accounts varied greatly and several poor performing accounts had a vast negative impact on overall performance. CFI Group’s objective was to find out why some accounts and contracts were more profitable than others, and what should be prioritized in order to increase overall relationships, efficiency and margins.

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