Historically, in any industry, 80% of the revenue is generated by 20% of the customer base, 15% of the revenue is generated by 30% and the remaining 5% of the revenue is generated by 50%. Your best core customers, then, are the 20% generating 80% of your sales revenue.
The question is, do you know, with certainty, which needs you have serviced in this top 20%? Have you surveyed your customers to find out? If not, institute a program to find out why these core customers choose you and continue to grow their business with you.
To learn more about identifying your most and least profitable customers, read the Kore Access marketing resources article, "Evaluating Your Best and Worst Core Customer Stories.”