Top Market Strategy: Applying the 80/20 Rule
“Want to generate more profits? Applying the 80/20 rule, Top Market Strategy lays out an easy-to-follow, research-based way to increase your profits.” —Ken Bernhardt, Taylor E. Little Professor of Marketing, Robinson College of Business, Georgia State University
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.
As a manger, CEO, or anyone who wants to achieve this amazing outcome, you’ll want to read this book. Inside, you’ll find how to dramatically multiply profit from customers and secrets for business success that include the following:
• Fundamentals of marketing and of survey research
• Details about the 80/20 rule and its previous applications
• A new application of the 80/20 rule to profit from customers
• Illustrations of every step with a practical case example
The e-mail address of Dr. Kruger is Kruger [at] SegmentMarket [dot] com.