Consumer_Research_Customer_Segmentation_Studies_O

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Case Study and Sample Slides Customer Segmentation for Effective Business Development for an European Car Fleet Management Company

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Customer Segmentation for Effective Business Development for an European Car Fleet Management Company Client •

The client is a leading European Car Fleet Management Company with more than 689,000 leased vehicles, operations in 38 countries, and occupies Number 2 position based on a 15% market share in Europe (estimate, leased fleet)

Project Scope • •

SGS closely assisted the client’s Business Development team in effective customer segmentation of existing and prospective customers based on designated criteria provided by the client The project also included an exhaustive migration analysis based on the existing and improved segmentation criteria

Sutherland’s Solution •

SGS provided exhaustive segmentation for the existing and prospective customers for the client: – Such segmentation was guided by the turnover of the existing / prospective customers and /or strength of their workforce – The project included a comparison of the existing and new segmentation results, thereby highlighting outliers and guiding business development efforts for the client – The project was solely guided by improved sales targeting, using customized solutions for customers belonging to various segments

• Benefits to the Client • • •

Informed decisions on product development, enhanced capability to customize solutions for every existing / prospective customer based on improved segmentation Enhanced Business Development Strategies based on key segment characteristics Increased market share including good quality customers due to customized product offering

© 2013 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Customer Segmentation for Effective Business Development for an European Car Fleet Management Company: Samples

Source: Sutherland Research

Š 2013 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

www.sutherlandglobal.com May 15, 2013

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Customer Segmentation for Effective Business Development for an European Car Fleet Management Company: Samples

Source: Sutherland Research

Š 2013 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

www.sutherlandglobal.com May 15, 2013

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Thank You

Š 2013 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

www.sutherlandglobal.com May 15, 2013

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