Bridgestone/Firestone Retail and Commercial Operations LLC estimates there is $600 million in untapped revenue between what its customers spend on automotive service and what they could spend. It has taken steps to claim some of those dollars with a series of database analysis programs and aggressive marketing campaigns targeting customers based on their potential value.
The initiative is relatively new. By its own admission, the Bloomingdale, IL-based unit was targeting much of its efforts toward its top two customer deciles
Network
