Database Marketing: Use a Spending Index to Target Shoppers With Money to Buy

What to Do? Look for a Spending Index

Echelon DSI, for example, assigns scores based on several proprietary models. The first model is used to estimate income produced from assets based on wealth factors from a proprietary measured investable assets database. From this springboard, a discretionary spending potential model is created using demographics, cost-of-living factors, population density, home value and a household’s available home equity. The model is transformed via proprietary statistical methods. In this way, each household gets its own score. Ratings can be appended to any customer or prospect file to identify and target consumers by their capacity to spend.