Yield Improvement

Fujitsu has a tried and tested approach for yield improvement. Our highly experienced consultants take a snapshot of the cost and revenue drivers, sample the current customer base and develop a yield improvement model that extracts increased value from the existing customer base. This approach also delivers a framework to identify new and profitable customers.

Different strategies must be executed for different customer groups. Fujitsu's new yield improvement approach calculates the differential profitability of individual customers, and identifies the causes of this variation. Our aim is to calculate, using a series of formulae, the profit (revenue less cost) of each customer. Customers are then categorised by relative profit. A subset is then taken to understand drivers and demographics. This includes analysis of transaction patterns, demographics and behaviours.

The final stage of the diagnostic is to identify the strongest value-creating levers for selected groups, and to chart a range of near-term actions to improve yield. This may include targeted marketing campaigns, changes to fee structures and, potentially, product variants. In addition, our consultants will identify the potential target segments with the highest probability of profitable acquisition.

By transferring our knowledge of the process to your staff, the initial diagnostic and improvements in yield become, for your organisation, a repeatable process and a new capability.

Fujitsu has applied yield improvements to a range of business problems in multiple industries including:

• Financial services (mortgages, cards, wealth management, brokers, ATMs and EFTPOS)
• Travel and leisure (airlines, hotel chains, package holidays and rail)
• Telecommunications (mobile, business services, fixed line)
• Retail and Utilities
• Health