November 10, 2022

Who Gets The Deals?

This company doesn't do a lot of discounting, but they marginally prefer to offer discounts to the very best customers or the very worst customers. This signature comes up often in my work.


Again, the differences aren't huge (77% of items sold at/above their historical average price point for best/worst customers, 81% for middling customers).

But there are instances where you'll see 65% sold at/above historical average price point for an item among average customers and 25% sold at/above historical average price point for best/worst customers. Those situations don't end well ... you train the customer to wait for deals, and the "average" customer simply never purchases. Seen it a lot. No bueno.





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