////////////////////////Annual Update

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Good News, Everyone

AO grew from a

£1 bet to a £600M

business by

expanding

capabilities,

product range and

sales territory 7)

////////////////////

////////////////////////

1,450ANNUAL PRODUCTION

OF MADE UP STATS

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● Lego Architecture

● Lego Friends

● Lego Fusion

● The Lego Movie

ADDITIONAL STATS

Sources of information:

1) Econsultancy

2) Marketing Metrics

3) Harvard Business Review

4) Sky / FreeSat

5) Bain & Company

6) Forrester

7) AO annual reports

8) Lego annual reports

9) McKinsey

10)Jack Welch on LinkedIn

Want to learn more?

Sign up to Accelerate

Me! to get your copy of

How to Use 6 Strategies

for Successful Sales

ACCELERATE ME!

HOW TO RETAIN AND GAIN CUSTOMERS

82%

Acquisition Retention Both

45% 40%

15%

Marketing funds

are directed more

to acquiring rather

than retaining

customers 1)

8 out of 10

marketing

professionals

state that it is

cheaper to retain

an existing

customer than

gain a new one 1)

//////////////////////////// 3 WINNING RETENTION STRATEGIES

RetainRegain Revalue

Follow the lead of these 3 great companies

3 WINNING ACQUISITION STRATEGIES ////////////////////////////

As used by these leading businesses

£0

£100

£200

£300

£400

£500

£600

FY 2014 FY 2015 FY 2016

AO Group Revenue (£M)

Regain

4X

£600M

Evolve

Revalue

Lapsed customers

are 4x more likely to

buy from you than

new prospects 2)

BONUS Won back clients may have the

highest CLV of all your customers 3)

35% 35% of Amazon

revenues come from

up and cross selling

Double Down Combine “retain” with

“revalue” Ecommerce orders are 2x as

big from existing vs new customers 6)

///////////////////////////////

Retain

130K////////

By reducing churn

rates from 10.9% to

9.8% SKY held on to

an additional

130,000 customers

in 2015 generating

ca. £62m extra

revenue 4)

It costs 6 to 7 times more to acquire a

new customer than to retain an

existing customer 5)

Expand

2X

Lego doubled its

turnover and nearly

trebled its profits

between 2010 and 2015

TIP: Evolve whilst staying close to your

core. Legoland theme parks were a step

too far 8)

Exclude

1 + 1=>2

////////

WARNING!: M&As have a 65-75%

failure rate 9). Follow Jack Welch’s 6 tips

for success 10)

The magic formula

for mergers and

acquisitions.

Exclude the

competition by

buying your rivals

and their customer

base

www.chrisdunnconsulting.co.uk

volveExpand ExcludeE

Chris Dunn Consulting Services Limited

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