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Top market strategy : applying the 80/20 rule / Elizabeth Rush Kruger.

By: Material type: TextTextPublisher number: 2 | BEPSeries: Marketing strategy collectionPublisher: [New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, [(c)2011.]Edition: 1st edDescription: 1 electronic text (x, 113 pages) : illustrations, digital fileContent type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781606493113
Subject(s): Genre/Form: Additional physical formats: Print version:: No titleLOC classification:
  • HF5415.13
Online resources: Available additional physical forms:
Contents:
Lists of illustrations -- List of tables -- Foreword -- Preface -- Part I. Marketing fundamentals -- 1. Essentials of marketing -- 2. Decisions about customer surveys -- Part II. The 80/20 rule -- 3. The Pareto distribution -- 4. Applications of the 80/20 rule -- Part III. Application to profit from customers -- 5. Segmentation by profit from customers -- 6. Steps of profitability segmentation -- Part IV. How to increase profit from customers -- 7. Interview diverse customers -- 8. Create the customer survey -- 9. Survey customers and analyze responses -- 10. Define the profitability segments -- 11. Distinguish the top market segment -- 12. Evaluate and target the top market segment -- 13. Create research-driven marketing strategies -- 14. Quadruple profit from customers -- Appendix 1. Report on overall JetSpray customers -- Appendix 2. Report on JetSpray's top market segment -- Appendix 3. How to analyze overall customers -- Appendix 4. How to segment customers by profitability -- Appendix 5. How to profile a target market -- Appendix 6. Data worksheet in Microsoft Excel -- Notes -- References -- Index.
Abstract: Research verifies that the 80/20 rule summarizes the stable relationship of inputs to outputs-- including the impact of customers on the profit of a business. According to this universal law, a business can predict that the most profitable 20% of its customers generates 80% of its profit from customers and that customers in this top market segment are 16 times more profitable than customers in the bottom market segment. Thus when a business replaces all customers in the bottom market segment with new customers in the top market segment, the business can expect to quadruple its profit from customers.
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Item type Current library Collection Call number URL Status Date due Barcode
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) G. Allen Fleece Library ONLINE HF5415.13 (Browse shelf(Opens below)) Link to resource Available BEP10489099
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) G. Allen Fleece Library Non-fiction HF5415.13 (Browse shelf(Opens below)) Link to resource Available 10489099

Lists of illustrations -- List of tables -- Foreword -- Preface -- Part I. Marketing fundamentals -- 1. Essentials of marketing -- 2. Decisions about customer surveys -- Part II. The 80/20 rule -- 3. The Pareto distribution -- 4. Applications of the 80/20 rule -- Part III. Application to profit from customers -- 5. Segmentation by profit from customers -- 6. Steps of profitability segmentation -- Part IV. How to increase profit from customers -- 7. Interview diverse customers -- 8. Create the customer survey -- 9. Survey customers and analyze responses -- 10. Define the profitability segments -- 11. Distinguish the top market segment -- 12. Evaluate and target the top market segment -- 13. Create research-driven marketing strategies -- 14. Quadruple profit from customers -- Appendix 1. Report on overall JetSpray customers -- Appendix 2. Report on JetSpray's top market segment -- Appendix 3. How to analyze overall customers -- Appendix 4. How to segment customers by profitability -- Appendix 5. How to profile a target market -- Appendix 6. Data worksheet in Microsoft Excel -- Notes -- References -- Index.

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Research verifies that the 80/20 rule summarizes the stable relationship of inputs to outputs-- including the impact of customers on the profit of a business. According to this universal law, a business can predict that the most profitable 20% of its customers generates 80% of its profit from customers and that customers in this top market segment are 16 times more profitable than customers in the bottom market segment. Thus when a business replaces all customers in the bottom market segment with new customers in the top market segment, the business can expect to quadruple its profit from customers.

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