Our star marks a buyer who is likely to consider a new supplier. We open up the algorithm, because transparency is part of the product.
To earn a star, a buyer must meet two conditions. First, multi-sourcing: behind the shipments of the recent period there are at least two different suppliers or two different countries: this is behavioral proof that they compare offers. Second, recency: the last shipment is recent enough that the buyer is active, not a historical record.
A loyal single-supplier customer may be larger, but their door is closed: the star measures the openness of the door, not the size of the buyer.
The most expensive resource in sales is time, and the star is a time-allocation tool: with the same effort you are many times more likely to get a reply from a buyer with multiple suppliers. Our clients' experience confirms this consistently: the first replies and the first price inquiries come predominantly from the starred list.
This does not mean the others should be ignored: a large loyal customer is a strategic target, just with a longer cycle.
Start with the stars, build your first deals, and use them as a reference when approaching the loyal ones. This order accomplishes more in a year than random shots do in three.
The first consultation is free: together we'll see who in the US already buys your product and how to reach them.