A01 chaf6542 06 se fm indd

Tangible business benefits

1 

Reduced costs

(a)  Promotional materials, including catalogues – creative, printing, paper, distribution

(b) Product support materials – creation, printing, paper, distribution

(c)  Lower infrastructure or communication costs – fewer outbound calls required

(d) Support staff savings

(e)  Sales staff savings

(f)  Order inaccuracies

(g) Lower cost of supporting channel

2 

Increased revenue

(a)  New sales to new  geo-  demographic segments

(b) Penetration/retention/repeat orders

(c)   Cross-  sales  to  existing  purchasers

(d) Penetration/ cross-  sales to new purchasers in an organisation

Intangible business benefits

3 

Faster time to market

● 

Reduce product introduction by n weeks

4 

Improved customer satisfaction/brand equity

● 

How does this affect retention?