One-to-one marketing programme targets most profitable and unprofitable customers

Federal Express calculates its profitability per individual customer and targets the most profitable customers with improved and higher-value services. They also identify unprofitable customers and use the information to negotiate price increases, or to close the associated accounts....

BPIR Categories

1.3.1 Build customer relationships
4.1.1 Identify market segments & target customers
4.1.4 Develop & implement marketing strategy