The 80/20 Rule

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The overwhelming majority of our business is generated by a relatively small group of our customers. We generally use the 80/20 ratio to characterize this concept but the actual ratio may be closer 90/10 in many domains. Our tendency is to cast our promotional nets broadly but we need to avoid this temptation as it can undermine our competitiveness and destroy profitability.

Knowledge Test

Posted under: Customer Targeting

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