question archive YRC Worldwide is a Fortune 500 company that provides a full range of transportation services for customers across all U
YRC Worldwide is a Fortune 500 company that provides a full range of transportation services for customers across all U
Subject:Computer SciencePrice:2.89 Bought3
YRC Worldwide is a Fortune 500 company that provides a full range of transportation services for customers across all U.S. industry sectors. YRC's customers, which number more than 300,000, include industrial and consumer-goods manufacturers, large and small, as well as retailers, including those that operate on a regional or national scale. Whereas key account teams serve large corporate customers, YRC serves the majority of its customers through a network of local sales offices.
For example, in a metropolitan area, such as Seattle, Chicago, or Boston, account managers-working out of a fully staffed sales office and directed by a sales manager and area director-are assigned a particular section of the city and given responsibility for covering all of the customers within those boundaries. Depending on the concentration of business activity in an area, the number of potential customers that fall within an account manager's assigned territory might range from 300 to more than 1,500. Of course, the transportation services each customer requires are unique-some need guaranteed, time-definite delivery service or expedited delivery, whereas others are looking for the lowest-cost route. Moreover, the products involved are equally diverse, ranging from appliances or heavy machinery to apparel, component parts, or specialty chemicals.
Given the large number of potential customers they cover, coupled with the unique shipping requirements that each can present, account managers must give special attention to the most promising prospects, reaching others only if time permits.
Discussion Question
Develop a list of criteria an account manager at YRC could use to evaluate the relative attractiveness of 600 potential customers and isolate the "top100" prospects. Assume that you have full access to any company information, including past purchasing behavior, revenue and profit data, customer satisfaction reports, and a complete demographic profile of each customer organization.
Purchase A New Answer
Custom new solution created by our subject matter experts
GET A QUOTE
Answer Preview
Key record group of the organization in the business group obliges the substantial corporate clients. Greater part of its clients are served through a system of neighborhood deal workplaces.
Given that an expansive number of potential clients secured by the organization and each with a remarkable transportation necessity, the record administrators must give unique regard for every customer.
The arrangements of standards that can be utilized by the record supervisor as a part of request to assess the engaging quality of the potential clients are as per the following:
- The record chief can isolate the main 100 prospect on the premise of the measure of speculation made by these organizations in utilizing the transportation administrations.
- The record supervisor can likewise utilize the income earned by these organizations as a criteria of isolating the organizations on the premise of income.
- in the event that an organization is utilizing a contender for profiting the administrations comparable in nature to that gave by the organization, then those sorts of organizations can likewise be recorded among the top prospects as the organizations are now utilizing comparative sort of administrations. in the event that a few organizations that have enquired about the administrations being given by the YCW, then all things considered likewise those organizations can likewise be incorporated into the rundown of top prospects.
- The record administrator can likewise detach the organizations on the premise of its principle ranges of operation. In the event that an organization works in the arear where the business staffs of YCW are in satisfactory numbers, then those sorts of organizations can likewise be put among the rundown of prospects. Accordingly, above given are a portion of the measures that can be utilized by record supervisors as a part of request to separate prospects and main 100 prospects.
