B-to-B Cataloging Every Cataloger's Guide to Analysis
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- House buyers. Segment your house buyers based on recency. For example, if your RFM segmentation is based on year of purchase, list all your 2006 buyer segments together with a subtotal for each column. Segment and subtotal down the list of 2005 buyers, 2004 buyers, etc.
House prospects. It may be helpful to segment and group prospects together for analysis. Run subtotals for all your columns. If you decide not to group your house prospects separately, include them in the appropriate year of the above housefile groups.
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- People:
- George Hague Editor
- J. Schmid
- Places:
- Mission, Kan. Reach
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