7 PERFORMANCE DRIVER: Business to Business (B2B) The Business to Business Sales Performance Driver measures the year-over-year business customer sales growth OR business customer sales as a percent of total sales.
B2B YOY Growth >5% or Sales % to Total >15%
B2B YOY Growth >7% or Sales % to Total >20%
Pinnacle Target
Platinum Target
CONNECTING LOCAL TO LOCAL Businesses are all around us, and we want to be proactive and take B2B to the next level by building relationships with customers who need a trustworthy partner to provide solutions for their business. Treat your business customers with the same great customer service you provide your DIY customers. Business customers spend twice as much per transaction and shop three times more frequently than DIY customers. B2B also has less seasonality, so sales are more consistent year-round. Stores that have more than 20% of their sales going to business customers (Pinnacle target) are seeing even more spend from their B2B customers.
Average Yearly Visits Per Spend Spend Year
DIY
$29
$266
9
ALL B2B
$59 $81
$1,772 $3,598
30 44
B2B Over 20%
23
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