Compufix's typical customer is a Fortune 1000 company with technically complex computer systems and problems. Some are business partners. such as IBM and Hewlett Packard. (Compufix has been able to establish subcontractor relationships with a number of large OEM organizations by agreeing to handle all the small, low-end, or problem maintenance that they don’t want.) Others are exclusive relationships, for instance, Intermec and Tektronix. Customers are concentrated in the northwest region of the country, with 75 percent of them in the greater Seattle area. (Compufix does have a small regional office in Portland.)
Of Compufix's current customer base, Boeing's business makes up approximately 74 percent of the company's revenues. The top-five revenue-producing contracts, including Boeing, account for 84 percent of Compufix’s revenues. In total, Compufix has about 200 contract clients and about 300 time-and-materials customers. The time-and-materials customers are nocontract customers who want a fix-it-when-it-breaks service and consistently demand Fedex service at post office rates. Compufix initially went after and has held onto a number of these smaller clients because, according to sales manager Steve Grab, you “never know how they will develop.”Compufix is now trying to get out of the time-and-materials business.Jerry Smiles has apparently decided that these clients are not worth serving.
Compufix's low prices are the initial attraction for its customers. In Harry's view, however, while price may make the sale, it is the quality of service and the responsiveness to customers that keeps the clients. The customers appreciate the ability behind a one-stop shop for all technical support-Harry's idea works!
- 1 0 年前最佳解答
Compufix的典型的顧客是時運1000年公司與技術上複雜計算機系統和問題。 一些是商務夥伴。 例如IBM和惠普。 (Compufix能通過同意處理他們不想要。)的所有小，低價或者問題維護建立與一定數量的大OEM組織的轉承包商關係 其他是專屬關係，例如， Intermec和Tektronix。 顧客在國家的西北區域被集中，與75%他們在更加巨大的西雅圖地區。 (Compufix在波特蘭有一個小地區辦公室。)
Compufix的當前用戶，波音的事務組成大約74%公司的收支。 上面五收支生產的合同，包括波音，佔Compufix的收支的84%。 總共， Compufix有大約200個合同客戶和大約300名時間和材料顧客。 時間和材料顧客是想要固定它當它打破服務和一貫地需求聯邦快遞公司服務以郵局率的nocontract顧客。 Compufix最初去，在和舉行了在很多個這些更小的客戶上之後，因為，根據銷售主任史蒂夫劫掠，你「從未知道他們怎麼將開發。」Compufix現在設法離開時間和材料事務。傑瑞微笑顯然地決定這些客戶不值服務。
Compufix的低價是最初的吸引力為它的顧客。 在哈里的觀點，然而，而價格也許做銷售，它是服務質量和保留客戶的快速響應對顧客。 顧客讚賞能力在一家一站式商店之後為所有技術支持哈里的想法工作!