The key to successful selling is having the right business contacts not
just commercial transactions. Which is why customer care is so important.
But who exactly is the right customer for my product? And how will future
sales to this customer develop in the coming year? And where is the
customer on the life-cycle curve at the moment?

A customer who accounts for 10 percent of a firm's sales is a lucrative
customer. Customers who demonstrate characteristics of this nature are
candidates for key account planning.

To develop key account planning however, Sales and Marketing need to
glean information on what the customer personally likes and dislikes.
Once gathered, this then has to be put into practice so that the
customer really does get the satisfaction he desires. The third phase
therefore consists of controlling whether the information gleaned is
actually bringing results or not. The tailored services you provide
give customers the feeling that the buying process in which they are
involved is part of a real and vital relationship through which you
develop or secure your key account.

Key account planning utilises a variety of data distributed throughout
the firm. Ranging from the ERP system implemented to the Internet monitor,
data is collated and structured so that it can be analysed later and used
for planning scenarios.
The objective is to arrive at an image of the customer that is as objective
and comprehensive as possible. Key account planning needs to be linked as
closely as possible to the operative systems in use so that access to data
that is as up-to-date as possible is guaranteed. The figures determined can
then be transferred back to the commercial systems as planning data.

topcom use efficient methods and development environments based on
market-standard development tools for system development. Providing us with
the leverage required to quickly develop a state-of-the-art key account
planning system. During development we use our vast experience in a variety
of projects in the fast moving consumer goods sector.