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Customer Segmentation

  • "Customer Segmentation Strategies"
    IMR, Sept. 28, 1998

  • "Distributorship Pares Account Base"
    Distributor John Read sets up 3-tiered strategy for getting rid of unprofitable and undesirable accounts.
    IMR, May 13, 1996

  • "Segment Your Accounts"
    Article includes list of factors to consider when segmenting customers.
    FORM, March 1994

  • "Your Accounts: Spoil the Top, Cultivate the Middle and Weed Out the Bottom"
    An award-winning primer on customer segmentation.
    FORM, June 1991

  • "Segmenting Your Customer Base"
    Why segment your customer base?
    FORM, March 1989

  • "Analyzing Account Profitability"
    How Belknap Business Forms got started in customer segmentation.
    FORM, Feb. 1989

  • "Account Segmentation and Maintenance: Why it is Necessary and How to Do It"
    1990 FUTRENDS Group Report, Tool #11

  • Help from DMIA's Distributor Networking Database

    Here are instructions on using the Distributor Networking Database to find distributors who have answered yes to either of the two questions below:

    #28 Does your firm have a formal method of segmenting customers and offering certain benefits/services to each tier or group of customers?

    #29 Have you ever fired a customer?

    1. Click on Distributor Networking Search.

    2. Click on the "customers" button and "Search by Topic." This loads all of the questions about customers from the Networking survey. Click on the box next to question 28 and/or question 29 to find distributors who answered "yes" to either or both of these questions.

    3. When you click on the box next to a question, a check mark appears. Click on the "Submit Search" button to find a list of everyone in the database who answered "yes" to that question. If you click on multiple questions, you'll get "hits" only from those who answered yes to all of the boxes you selected. You may search among distributor companies of a particular size by clicking on one or more sales volume category buttons. To remove a check mark from a box, click on it again.

    4. The responses show you the company name, size, city and state, email address and phone number. By clicking on the company name, you can see the company's address, contact name, fax and toll-free numbers, web address and email address.