09/14/98 TABLE: Are You Worth It?

Are You Worth It?

Savvy companies are sorting their customers to see who gives them the most bang for their marketing buck.
How you can tell where you rate:

-- Alter your spending and you get a call: Chances are you are profitable and the company is making sure you're not preparing to jump to a competitor.
-- You're pitched new services: You're on the fence, and you are being ''upsold'' to nudge you into profitability.
-- You're getting fewer catalogs: You may have been blacklisted. As a low-spender, you're not worth the company's marketing dollars.

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