Selection of a method for market segmentation in the field of transport and logistics services

Abstract

The paper discusses approaches to segmenting the client base in the field of transport, logistics, and freight forwarding services. Particular attention is paid to the application of ABC and XYZ analysis methods as tools that make it possible to classify clients according to their impact on financial results and the stability of demand for services. It is shown that the use of a combined ABC/XYZ matrix makes it possible to improve management efficiency, optimize resource allocation, and develop a differentiated approach to customer service. The possibility of applying a flexible management system based on data analysis, profitability monitoring, and consideration of the specifics of interaction with counterparties is examined. It is concluded that the proposed methods should be tested using real information databases of transport and logistics companies in order to confirm their effectiveness.