1. Downstream Supply Chain Management
1.1. Brand Strategy
1.2. Relationship Marketing
1.2.1. Six Markets Model
1.2.1.1. Internal Markets
1.2.1.2. Supplier’s markets
1.2.1.3. Recruitment’s markets
1.2.1.4. Referral Markets
1.2.1.5. Influence Markets
1.2.1.6. Customer’s markets
1.3. Customer's Relationship Management
1.3.1. Customers account profitability (CAP)
1.3.1.1. 5 Steps
1.3.1.2. 1. Analyze the customer base and split it into segments
1.3.1.3. 2. Calculate the annual revenues earned from the customer
1.3.1.4. 3. Calculate the annual costs of serving the segment
1.3.1.5. 4. Identify and retain quality customers
1.3.1.6. 5. Re-engineer/ eliminate the unprofitable segments
1.3.2. Customer's selection, acquisition, retention and extension
1.3.2.1. Customer selection
1.3.2.1.1. Who are we targeting?
1.3.2.1.2. What is their Value?
1.3.2.1.3. Where do we reach them?
1.3.2.2. Customer acquisition
1.3.2.2.1. Offline Techniques
1.3.2.2.2. Online Techniques
1.3.2.3. Customer retention
1.3.2.3.1. Emphasizing on meeting customer needs
1.3.2.3.2. Ensuring ongoing service quality
1.3.2.3.3. Using E-Techniques
1.3.2.4. Customer extension
1.3.2.4.1. re-sell
1.3.2.4.2. cross-sell
1.3.2.4.3. up-sell
1.3.3. Analysis of customers and their behaviour
1.3.4. Customers Lifetime value (CLV)
1.4. Use of Information Technology
2. Upstream Supply Chain
2.1. Relationship with suppliers
2.1.1. Make or Buy and outsourcing
2.1.2. Supplier Stretegy
2.1.3. Sources
2.1.4. Number of suppliers
2.1.5. cost, quality and speed of delivery
2.2. Use of information technology
2.2.1. E-Purchasing
2.2.2. E-sourcing
2.2.3. E-Payment