Canon

The Customer

Under our corporate philosophy of kyosei, Canon seeks to become a truly excellent global corporation that is admired and respected around the world. Toward this end, we will work together as a Group and continue to transform.​

The Commitment

The Customer Analysis Programme is designed to support the development of the personal skills and practical approaches essential for effective account development. The output will be a structured approach to the preparation and implementation of strategies for developing new and existing customer business.

The Context

Element One – The Customer Corporate in Context Understanding the corporate business goals, the key drivers of business success, commercial pressures and ‘city’ expectations Element Two - Principles of Business Finance Understanding and using the primary reporting statements : Profit and Loss Account and Balance Sheet concepts. Recognising the three core financial principles of Cash Control, Asset Utilisation and Profit Generation. Element Three - Performance Appraisal Applying a series of analytical ‘tools’ to highlight the existing situation and performance of the corporate. Using a range of data sources to improve understanding. Analysing the customer industry to identify trends and issues. Element Four - Profiling the Customer Organisation Developing an understanding of the organisation. Identifying and validating the primary ‘hot spots’ which provide sales opportunities. Demonstrating personal competence and customer awareness. Element Five - Customer Decision Factors Identifying the customer’s decision criteria. Understanding the importance of differentiation of the Canon offering. Consideration of alternative strategies. Impact of pricing and discounting decisions.