Federal Express, a US supplier of transportation, e-commerce, and supply chain solutions, analysed and grouped customers into three categories. The company focused its retention efforts on high spenders who required little service, focused its repricing efforts on spenders who required a lot of service, and spent little or no marketing effort on low spenders who showed little indication of spending more in the future....
BPIR Categories4.1.1 Identify market segments & target customers
1.2.5 Predict customer purchasing behaviour
4.1.4 Develop & implement marketing strategy