How to Hook and Keep Gold Customers

Elisa Krause, Ph.D., vice president of analytics at Abacus, a Broomfield, Colo.-based database marketing services provider, agrees that your best buyers swim in the multichannel sea. Abacus’ ClearEDGE marketing database clients can add to their segmentation plans variables such as whether the buyer is shopping in various channels and the interval between those purchases. The closer the intervals, the more likely you’ve hooked a gold customer.