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Account Segmentation

How would you answer these questions?

• Who are my most valuable customers (MVCs)?
• What are the characteristics of an MVC?
• Which accounts are profitable and which are not?
• Do you know profits by customer is dollars and margin?
• Are most sales from one or two customers?
• Do you ever decline a sale?

What is Account Segmentation?

Account segmentation is dividing and categorizing your customers in order to identify the most profitable ones. It provides information to help you decide what customer segments your business can best and most profitably serve, and find more like them. It is the foundation for a niche marketing program.

What are the benefits of Account Segmentation?

• Identifies your Most Valuable Customers (MVCs) in order to focus on them
• Profiles your MVCs and helps you find other valuable customers
• Helps prioritize sales targets for effective and efficient sales efforts
• Efficiently utilizes your marketing dollars by focusing on the most appropriate customers
• Helps select best channels of distribution

How can Phase 3 help me develop Account Segmentation?

We help you rank customers by sales and profitability. Together we identify and profile you Most Valuable Customers and assist you in targeting and focusing on them and others like them in order to maximize profits. We profile your MVCs by types of products they buy, their needs and wants, their SIC or NAICS codes, sales volume, number of employees, location(s), special needs, and other factors as needed. We recommend systems for monitoring those profiles. By targeting and serving a specific group of customers, you efficiently and effectively utilize your marketing dollars by increasing sales success rates.