BUSINESS

DEVELOPMENT
UNIT
STRATEGY AND PLAN FOR 2021
THE KEY 01 RETENTION RATE
METRICS 02 REVENUE GROWTH

03 RELATIONSHIP GROWTH

04 PRODUCTIVITY METRICS
 IF WALLS AND GATES IS A MAN!

JOHN DOE
If the above metrics was a personal skill to john doe. This was exactly his performance last year.

Personal skills
Category 1 : blue – Retention rate, Orange – Repeat purchase rate.
Category 2: Blue – contract extension revenue, Orange – contract expansion revenue.
Category 3: Blue - Customer touches, Orange – Customer expansion.
Category 4: Blue – Employee development & welfare, Orange – Employee output

Category 4 40 60

Category 3 30 70
Series 1
Category 2 60 40 Series 2

Category 1 50 50

0 20 40 60 80 100 120
REVENUE ANALYSIS FOR 2019 & 2020
80 75
70
70 65
YEARLY 4 QUATERS

60 50
50
40 35
30 25 25
20
20 15
10 5
0
REVENUE FLOW

Your Text Here

The flow represents the revenue flow
The vertical axis represents the in each quarter of every year. This The 2020 slope reflects the
four quarters of a year. It also allows us to understand the period uniqueness of the year.
represents the value for where we made desirable turnover.
measurement. The gray line represents year 2019,
while the orange line represents year
2020.
 REVENUE GROWTH

66.7%
Existing customers are the most fertile ground for growing
new revenue. It is the responsibility of the business
developer for upselling current customers by increasing
usage of existing products, as well as introducing new
products and services that offer additional value to ₦60
customers.
MILLION

REVENUE GENERATED FOR

2020 AS AGAINST
PROJECTION (100,000,000)
FOR THE FISCAL YEAR.
CUSTOMER RETENTION

Customer retention is arguably the most important

function of business development. Keeping existing
customers is generally far more profitable than acquiring
new ones.
 RETENTION METRICS

RETENTION RATE REPEAT PURCHASE RATE

These are percentage of expiring Percentage of customers who
contract renewals versus drop- make follow-on purchases in a
offs for our business models specified time frame for our
service deliverables

CHURN RATE TIME TO RESOLUTION (TTR)

Percentage of customers who cancel their How long it took to resolve customer
contracts or fail to renew them support tickets.

CUSTOMER SATISFACTION SCORE (CSAT) SUPPORT REQUESTS

Measures customer satisfaction with our Number of calls or emails from a customer
services. requesting help or reporting issues.
 RELATIONSHIP GROWTH

Revenue is fragile without relationship growth. In order to ensure long-term retention,

and open the possibility of revenue growth, you have to align the success of the
customer with your own success. This can be the squashiest of the categories to define,
but there are some measurable indicators. The metrics below are important if we are
to record, track and report on changes over time.
 RELATIONSHIP GROWTH

CU
S
TO TO
UC ME
HE R

01
Number of products or services customer has S Number of times you have touched a
added to their initial purchase. customer via emails, calls and onsite visits.

IIO E R

02
NS M
N
Referrals- number of sales leads the

PA TO
EX US
customer refers to you.

N
IC M
IO
RT RA
AT
Number of ways the customer is partnering The number of training and marketing events

IP
PA ROG
04
with your company through activities such as the customer attends, such as conferences,

P
industry or community events, sponsorships, PA webinars and meet ups
RT

03
marketing campaigns, etc. N ER
SH
I PS
BUSINESS DEV. GOAL FOR 2021

GOAL 2

GOAL 1
INSTIGATING REPEAT
PURCHASE
GROWING CLIENT BASE
 IMPLEMENTATION STRATEGY FOR GOAL 1

• Ask for referrals from existing clients and implement a client referral

system.

• Host a lecture e.g. ‘How Business marketing has changed POST COVID.’

Pitch our services during the lecture. we can also use this to create a

free E-book for lead generation and Email mining

• Update Portfolio and create industry specific portfolio

• Create a productized service. E.g. Branding for startups. Branding

for online based business. Branding for service based business etc.
Branding

Package for

Entrepreneurs
• Push a core service (Under which other services can come as customization offers)

• Join or follow association of business people using forums like LinkedIn, Quora or

offline association

• Ask Old clients to provide testimonials and reviews and publicize the reviews.
IMPLEMENTATION STRATEGY FOR GOAL 2

• Assess the work done for client as well as client business

• Pitch an idea to the client and the benefits for their business.

• Inform them of new products or services.

• Show work done by their local and global competitors and suggests ways to outdo

or do something similar.

• Send brochure to customers periodically. Perhaps seasonally.

Our vision is
much closer
than we first
thought.

GROW-
INGW&G
LOGISTICS
 LET’S START
WITH A
PLATFORM
With best-in-class technology, let’s work to ease
stress by putting the entire logistics control in the
hands of clients. Let’s reduced the overwhelming
Place Your Picture Here
tasks of procurement, warehousing, goods
Your Picture Here
distribution and timely delivery to a few clicks on
the W&G app. We will help SMEs grow their
business with our e-commerce fulfilment services –
you sell, we pick up, pack and deliver to the
customer.

Portfolio Presentation
HOW?

With our vast network of

partners across Africa, we
connect businesses to secured

GT
and insured facilities to store

M
RY
W&G Logistics helps you to varying volume of goods and

TO
source and purchase products.

N
VE
manufacturing items or

IN
ER E &
products from around the

LIV G
Y
world. We deliver procured

DE ULA
items to your preferred

HA
location.

G
IN
Our tech solution, the W&G

S
OU Logistics app, helps to keep
EH

track of your goods, and even

AR

tells you when you are low on

W

Whatever the volume or size of your

T
EN

products, we have an efficient stock for each logged item or

M

network of haulage partners to safely product.

URE

deliver to your preferred destination

OC

at the best rates. We offer pay-as-you-

PR

go last-mile delivery and contracted

haulage/freight services..
MARKETING

01 UNIQUE SOCIAL MEDIA ADS

02 FLYERS

03 PARTNERING WITH INFLUENCERS

04 REFERRAL & TESTIMONIAL

05 PROPOSALS/FOLLOW-UP

06 PROMO OFFERS
.
UNIQUE SOCIAL MEDIA ADS

MOST LOGISITICS BUSINESS’ USE ADS AND IN OTHER TO STAND OUT, WE NEED TO USE
CREATIVE CONCEPTS E.G

-Use social media influencers

-Create unboxing videos of package received rom WG Logistics

-Run a challenge ad: Clients get discount fi they can take a picture of WG Logistics bike on
the Road.
FLYERS

PRINT MESSAGES ARE STILL THE MOST LONG LASTING METHOD OF ADVERTISMENT.

-Riders can drop fliers at pickup and delivery locations.

-Riders can give fliers to clients whose delivery is refused for one reason or another.

-Fliers can be dropped at events/places where there are a lot of people.

-E-fliers can be distributed via watsapp and telegram groups

 PARTNER WITH INFLUENCERS

SOCIAL TRUST CAN BE A BOOST FOR BUSINESS.

-There are businesses that serve our target clients. We can approach these businesses whether
online or offline and tell them that we have a special package for their audience. This can be done
on a referral basis or a discount basis.

-On a referral basis, the business partner makes the gain. E.g. Receive 2% off every delivery done
with your referral code.

-On a discount basis, the target audience gets a discount. E.g. Receive 2% discount when you order
from the referral code
REFERRAL AND TESTIMONIAL

WORD OF MOUTH IS STILL THE BEST FORM OF ADVERTISING THERE IS

-We should encourage our clients (and those who we deliver to) to tell others
about us. Especially at the point of delivery.

-We can post reviews on our social media pages.

PROPOSALS/FOLLOW-UP

SOME CLIENTS WANT TO KNOW WHAT WE HAVE DONE AND WHAT WE CAN DO
-We should send industry specific portfolio to customers.

-We should call businesses and ask them what problems they are having with dispatch.
Then, we tell them our benefits in that area.

-We should call them biweekly/weekly to ask if they have any orders we can help with.
This will keep us on the top of their minds.
 L
DIGITA

TR
NDE
Y
IT’S TIME TO GET

HANDY

VISIBLE
ADAPTING LOGISTICS TO TECHNOLOGY

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THANK YOU