Fight for the best customers, not for all customers

"Moving towards Quality Tourism, anchored on value creation" that was the summary slide in Ms Aw's powerpoint presentation. I worked in a company that had more than 4,000 customers on its database. When we analysed buying frequency and type of buying, we foound that only 600 of the customers really contributed to profit. In these changing times we must seek to serve the BEST customers, not just all customers.