Segments

Segments classify customers based on sales performance. Use them to prioritize visits, set goals, and identify your most valuable customers.

How Segments Work

Segments organize customers into tiers based on their sales contribution. The recommended setup follows the ABC analysis (Pareto principle):

This 80/15/5 split reflects the reality that a small number of customers usually generate most of your revenue.

The system calculates each customer's share of total sales and assigns them to the appropriate tier.

Automatic vs Manual

• Auto — Calculated by the system based on sales thresholds
• Manual — Assigned by a user, overrides automatic calculation

Manual assignments take precedence. Clear the manual assignment to revert to automatic.

Segment Types

A segment type is a classification system. You might have multiple types:

• Sales Performance — Based on total sales
• Visit Priority — Determines visit frequency
• Product Category — Based on specific product purchases

Managing Segment Types

Navigate to Settings > Customer Segments to view and manage segment types.

Each type shows:

• Name — The segment type name
• Type — ID-based or VAT-based (for manufacturers)
• Default — Whether this is the primary segment shown in lists
• Shared — Whether manufacturers share this with wholesalers

Creating a Segment Type

1. Go to Settings > Customer Segments
2. Click + to create a new type
3. Configure the settings:
   • Name — Descriptive name (e.g., "Sales Performance")
   • Type — How customers are identified (ID or VAT)
   • Shared — Share with connected organizations
   • Default — Use as the main segment in customer lists
4. Set constraints (optional):
   • Branches — Limit to specific branches
   • Brands — Limit to specific brand sales
   • Minimum Net Sales — Exclude customers below threshold
5. Configure calculation options:
   • Timespan — How many months of sales to consider
   • Interval — Rolling months or fixed year
   • Notify — Get notified when auto-assignment completes
6. Click Save

Creating Segments

After creating a segment type, add the individual segments (tiers).

1. Open a segment type
2. Click Edit to enter edit mode
3. Click Add to create a segment
4. Configure each segment:
   • Name — Tier name (e.g., "A", "B", "C")
   • % Sales — Sales threshold (recommended: 80/15/5)
   • Visit Frequency — Recommended days between visits
   • Priority — Order for scheduling/routing
   • Default — Fallback for new customers
   • Exclude — Exclude from auto-assignment

Threshold Logic

Thresholds represent the percentage of total sales each tier captures. With the recommended ABC setup:

• A: 80%
• B: 15%
• C: 5%

The system will:

1. Sort all customers by sales (highest first)
2. Assign customers contributing to the top 80% of sales to A
3. Assign customers contributing to the next 15% of sales to B
4. Assign the remaining customers (bottom 5% of sales) to C

Excluded Segments

Mark a segment as Excluded to remove it from automatic calculations. Use this for:

• Manually managed VIP customers
• Customers under special contracts
• Internal or test accounts

Excluded segments have their threshold set to 0%.

Auto-Assignment

Run automatic segmentation to recalculate all customer segments based on current sales data.

Running Auto-Assignment

1. Open a segment type (view mode, not edit)
2. Click Auto Assign Segments
3. Confirm the action
4. Wait for completion (runs in background)

You'll be notified when the process completes (if notifications are enabled).

When to Run

Consider running auto-assignment:

• Monthly or quarterly for routine updates
• After significant data imports
• When segment thresholds change
• At the start of a new sales period

Clear Manual Segments

To reset all manual overrides and return to pure automatic assignment:

1. Open a segment type (view mode)
2. Click Clear Manual Segments
3. Confirm the action

This removes all manual assignments, allowing the system to recalculate from scratch.

Manual Overrides

Override automatic assignments when needed:

From Customer List

1. Go to the Customers list
2. Expand a customer row
3. Click the segment value
4. Select a new segment from the dropdown

Clearing Overrides

To remove a manual override and revert to automatic:

1. Open the segment dropdown
2. Select the blank/clear option

The system will then use the automatically calculated segment.

Using Segments

Segments appear throughout the platform:

Customer List

The main customer list shows the default segment type. Hover over the segment to see:

• Segment type name
• Auto-assigned value
• Manual override (if any)
• Eligible sales amount

Filtering

Filter customers by segment in:

• Customer list
• Reports
• Analytics dashboards
• Activity planning

Visit Planning

Segments drive visit frequency. Configure Visit Every X Days on each segment to:

• Schedule more frequent visits for high-value customers
• Reduce visits for inactive customers
• Balance workload across your team

Reporting

Use segments for analysis:

• Sales by segment
• Segment migration over time
• Visit compliance by segment
• Conversion rates by segment

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