SuperCat Ops · Customer Segmentation

Client Segmentation v4.0

By how they sell and to whom — not by how they use eCat

Stamped · corrected
Date July 9, 2026 Universe 109 accounts Counts 33 / 38 / 24 / 14 Baseline v3.2 → stamped v4.0 Purpose Rep co-pilot buckets

Executive Summary

Kjael-stamped 2026-07-09; identity + enrichment corrections through Round 3 the same day.

The 4-segment selling-motion model holds. Specialty is dissolved. Headline counts match the stamp exactly — what changed post-stamp is which org two rows point at (Gabriella White / Summer Classics), plus enrichment backfill for five Round-1 matches. Price remains a continuous dimension inside each bucket, not the classifier.

4-segment model holdsSpecialty dissolved; 109 accounts land in 33 / 38 / 24 / 14.
Price = correlate, not classifierSelling motion segments; price is a continuous dimension within each bucket.
Identity corrected post-stampsc = Gabriella White; scw = Summer Classics; sccon unchanged — three active billing entities.
Medians are real medians§3 figures from statistics.median() on the MASTER CSV — not hand-picked org values.
Enrichment ≠ reclassifieriPad users, invoice feed, catalog complexity explain scale within a segment.
Open human flagslna vs leg; whether sc/scw Brand-Building still fits given the family's retail footprint.

How We Segment

Stamped v3 → v3.2 framework, confirmed in v4. Selling motion classifies; price validates.

This is not eCat usage segmentation. A company with 300k orders and a company with 2 can share a bucket if they sell the same way in the market. Grain is the billing entity — parent/sibling brands stay separate rows when separately billed.

What do they sell?Product vertical + price point — furniture, lighting, outdoor; $3/unit vs $9,100/unit.
How do they sell it?Specification, brand-building, multi-channel, or volume replenishment — the primary axis.
Who buys from them?Designers, dealers, retail chains, category managers, hospitality — follows selling motion.

Segment Profiles

What they sell, how they sell, who buys — co-pilot context.

Luxury Specification

Luxury Specification

33 accounts

Selling motion: Designers and architects specify these products into projects. The sale is project-driven, relationship-driven, and taste-driven. Orders are large, complex, and often bespoke.

Quantitative signature

  • High AOV ($5,000+, often $10,000+)
  • Moderate order volume (large value, fewer transactions)
  • 3–15 price codes (trade/designer/contract tiers)
  • Products organized by aesthetic collections
  • Customer base is designers, showrooms, A&D firms

Price range

$14–$13,000 (price does NOT define this segment — selling motion does)

Exemplars

Palecek, Theodore Alexander, Interlude, Visual Comfort Signature, Currey & Company, Gabby, Charleston Forge

View 33-account roster →
Premium Trade Brand

Premium Trade Brand

38 accounts

Selling motion: Dealers carry the line based on brand reputation. The manufacturer builds brand awareness; dealers stock and sell. The relationship is brand→dealer→end consumer.

Quantitative signature

  • Moderate-high AOV ($2,000–$8,000)
  • Moderate-high order volume
  • 4–8 price codes (wholesale tiers)
  • Broad dealer network (2,000–9,000 customers)
  • Territory-based rep coverage

Price range

$60–$1,070

Exemplars

Braxton Culler, Summer Classics, Summer Classics Contract, Gabriella White, Wildwood/Chelsea House, Furniture Classics, Jamie Young Company, Hubbardton Forge

View 38-account roster →
Mid-Market Multi-Channel

Mid-Market Multi-Channel

24 accounts

Selling motion: Products reach the market through multiple channels — trade, retail, online, contract. Distribution is broad and not exclusive. Often the manufacturer sells through a mix of showrooms, big-box adjacent, online marketplace, and direct.

Quantitative signature

  • Moderate AOV ($1,000–$4,000)
  • Highly variable order volume
  • Many price codes (7–35; complex multi-channel pricing)
  • Broad territory coverage with thinner per-territory penetration
  • Often lighting companies with residential + commercial channels

Price range

$55–$450

Exemplars

Savoy House, Craftmade, Maxim Lighting, Kichler, Linon/Powell, Golden Lighting

View 24-account roster →
Volume Distribution

Volume Distribution

14 accounts

Selling motion: Commodity distribution — high volume, low unit price, low touch. The competitive advantage is logistics, breadth of assortment, and price. Often importers or distributors rather than manufacturers.

Quantitative signature

  • Low AOV ($500–$2,000 despite volume)
  • Very high order count (5,000–80,000+)
  • 1–2 price codes (flat pricing)
  • Large product catalogs (5,000–35,000 SKUs)
  • Categories organized functionally, not aesthetically

Price range

$3–$33

Exemplars

Abaline Supply, Home Essentials & Beyond, Kennedy International, Pioneer Morton, Uniware

View 14-account roster →

Segment Data at a Glance

Medians recomputed from the MASTER CSV via statistics.median().

33
Luxury Specification
median $797.5
38
Premium Trade Brand
median $326.5
24
Mid-Market Multi-Channel
median $99
14
Volume Distribution
median $8.5

Median Profile by Segment

SegmentNMedian Best PriceMedian OrdersMedian AOVMedian PCodesMedian CustomersMedian iPadMedian ProductsInvoice feed %
Luxury Specification33$797.51,283$4,50144,418462,34436%
Premium Trade Brand38$326.51,584$3,86442,567791,96242%
Mid-Market Multi-Channel24$99209.5$2,5482.51,543.5562,42529%
Volume Distribution14$8.55,759$1,26611,69541.54,49821%
Column Key eCat & data terms
Best Price
Most trustworthy unit-price signal (realized / scrubbed median / catalog avg). Continuous dimension, not a segment boundary.
AOV
Average order value — order dollars ÷ order count. High AOV ≈ project orders; low ≈ replenishment.
Orders
Lifetime eCat order count. Proxy for platform usage depth, not market volume.
PCodes
Distinct customer default price codes. More codes ≈ more complex channel pricing.
Customers
Customer records loaded in eCat — from dozens (bespoke) to 90k+ (dealer networks).
Territories
Distinct territory codes on customers. Zero means not configured — not proof of no coverage.
iPad users
org_users with a recorded last_ipad_login_at (active reps / buyers on device).
Products
Non-deleted product rows. Blank/zero often means portal-only ERP org.
org
Postgres shortname — internal identifier for the client billing entity.

Segment Rosters

109 accounts across four buckets. Rows marked flag are judgment calls from §5 — not automatic moves.

Luxury Specification 33 accounts Designers put it in a project View roster
CompanyorgBest PriceOrdersAOVPCodesCustomersTerritoriesiPad usersProductsWhatWho
Kindel Karges Furniturekkc$14,600——————766FurnitureTrade (Designers/Architects)
Alfonso Marinaam$9,100126$12,0821921320528FurnitureTrade (Designers/Architects)
Theodore Alexander Manhassettam$3,466360$9,81812621297,252FurnitureTrade (Designers/Architects)
Interlude Furnitureihw$2,19513,595$5,29556,10632463,340FurnitureTrade (Designers/Architects)
Baker-McGuirebig$2,070130$25,898130114771,839FurnitureTrade (Designers/Architects)
Somerset Bay and Modern Historysbmh$2,01230,696$2,99646,5482643679FurnitureTrade (Designers/Architects)
Jonathan Charles Designs Inc.jcusa$1,4192,297$6,69665,12329661,235FurnitureTrade (Designers/Architects)
Hancock & Moore / Jessica Charleshmjc$1,3302$2,40711,689251202,915FurnitureTrade (Designers/Architects)
Theodore Alexanderta$1,1878,989$7,64447,306271368,638FurnitureTrade (Designers/Architects)
Interlude Homeih$1,18313,796$3,431520,1623443832FurnitureTrade (Designers/Architects)
Palecekpf$1,14441,650$4,5011517,387821601,479FurnitureTrade (Designers/Architects)
Rowe Furniturerf$1,0501,283$4,70744,80339561,637FurnitureTrade (Designers/Architects)
Visual Comfort Europevce$999126$3,638241,75224332,849LightingTrade (Designers/Architects)
Sarreid, Ltd.sarreid$96813,431$3,89864,780821255,540Decor/ArtTrade (Designers/Architects)
Oly Studiool$83079$9,742413,364215824FurnitureTrade (Designers/Architects)
Four Seasons Furniturefsf$76511,531$2,076377629314,752FurnitureTrade (Designers/Architects)
Corbett Lightingcl$758283$8,43742,27262184724LightingTrade (Designers/Architects)
Hooker Furnishingshf$749345$11,976712,543105563,323FurnitureTrade (Designers/Architects)
Bliss Studioblh$7443,506$3,09628,527733486Decor/ArtTrade (Designers/Architects)
Jonathan Charles Fine Furniture Ltd.jc$733138$81,60813474317,816FurnitureTrade (Designers/Architects)
Charleston Forgecfg$6706,666$3,03532,5572546630FurnitureTrade (Designers/Architects)
Yutzy Woodworkingyw$642181$5,472222720244,292FurnitureTrade (Designers/Architects)
Currey & Companycci$62413,948$1,977639,05656836,112LightingTrade (Designers/Architects)
Gabbygh$593175,282$2,3661212,012211035,998Decor/ArtTrade (Designers/Architects)
Alden Homeap$5751,635$4,78834,7632242794Decor/ArtTrade (Designers/Architects)
Accord Lightingall$46194$3,53456732765713LightingTrade (Designers/Architects)
Visual Comfort Signaturevcg$4359,496$2,765165,17010013817,354LightingTrade (Designers/Architects)
Visual Comfort - Moderntla$2852,595$11,003234,41811215717,691LightingTrade (Designers/Architects)
Visual Comfort - Studio /Fansflagfms$11517,067$92,048425,2991531699,975LightingTrade (Designers/Architects)
Schonbek Lightingflagsbl$14412$14,25541,326671221LightingTrade (Designers/Architects)
Century Furniturecf————————FurnitureTrade (Designers/Architects)
Fine Art Handcrafted Lightingflagfal————————LightingTrade (Designers/Architects)
Highland Househh————————FurnitureTrade (Designers/Architects)

* sbl $14: Only 1 Schonbek product has catalog net_price. Placement validated by AOV + brand position.

fms AOV: Inflated by Visual Comfort consolidated ordering — products are mid-range fans/studio lighting; kept in Specification for VC-family selling motion.

Premium Trade Brand 38 accounts Dealers carry the line on brand reputation View roster
CompanyorgBest PriceOrdersAOVPCodesCustomersTerritoriesiPad usersProductsWhatWho
Tomlinson Companiestel$2,18514$7,688228711172,253FurnitureWholesale (Dealers)
Ideal Livingilc$1,593—————9336FurnitureWholesale (Dealers)
International Home Miamiihm$1,07018$2,96311211324259FurnitureWholesale (Dealers)
Gabriella Whitesc$966.66333,740$4,421192,4701713517,510OutdoorWholesale (Dealers)
Summer Classicsscw$944.17119,686$4,823148,463211056,941OutdoorMixed (Trade + Retail)
Hubbardton Forgehfg$8468,907$9,53889,067621441,052LightingWholesale (Broad Dealer Network)
Universal Furnitureflagufi$69237,526$7,671114,6634599—FurnitureWholesale (Dealers)
America's Backyardsabol$675.67——16051013542OutdoorWholesale (Dealers)
Kalco Lighting / Allegri Crystalkal$6471,352$8,33232,26246842,480LightingWholesale (Dealers)
Donald Choi Canadadccl$607525$3,3912377713395FurnitureWholesale (Dealers)
Arabela Lightingarl$579349$2,094133360196LightingWholesale (Dealers)
Braxton Cullerbcf$5546,817$2,67062,05832682,965FurnitureWholesale (Dealers)
Summer Classics Contractsccon$53765,941$17,26165,375184710,149OutdoorWholesale (Dealers)
Ciana Varaluz LLCvl$534743$7,36661,8573289458LightingWholesale (Dealers)
Furniture Classicsfc$45731,221$4,14443,74626561,905FurnitureWholesale (Dealers)
Eurofase Inc.el$4221,245$11,24841,991932042,204LightingWholesale (Dealers)
Butler Specialty Companybsc$4118,608$1,849188,35183221,910FurnitureWholesale (Broad Dealer Network)
Ratana International Ltd.ril$3501,974$13,671154,45071571,357OutdoorMixed (Trade + Retail)
Wildwood/Chelsea Housewwjc$30343,559$1,715714,022741153,860Decor/ArtWholesale (Broad Dealer Network)
Geo Contemporarygcl$298470$2,11741743738130LightingWholesale (Dealers)
Lucas McKearnluc$2894$2,23018774417603LightingWholesale (Dealers)
Crystoramaclm$2811,816$3,79054,848641091,962LightingWholesale (Dealers)
Troy Lightingtl$255548$3,19442,272621904,184LightingWholesale (Dealers)
Hudson Valley Lightinghvl$245849$3,92642,289691634,925LightingWholesale (Dealers)
Wendover Art Groupwag$2384,679$4,783124,660888248,056Decor/ArtWholesale (Broad Dealer Network)
Jamie Young Companyjyc$23082,488$1,04349,496145102989Decor/ArtWholesale (Broad Dealer Network)
Sabine Pools, Spas, & Furnitursp$2161,828$5,901———145,613OutdoorWholesale (Dealers)
Elegant Furniture & Lightingeli$19821,122$3,27916,0104712911,208LightingWholesale (Dealers)
RENWILrw$19610,449$1,20054,90077821,732Decor/ArtWholesale (Dealers)
Buster & Punchbp$18528$3,905416,847131761,125LightingWholesale (Broad Dealer Network)
Kuzco Lighting Inc.kll$184978$6,498112,8453483—LightingMixed (Trade + Retail)
Minka Lighting Groupmlg$159170$10,394268,60933983,876LightingMixed (Trade + Retail)
Matteo Lightingmlc$139369$3,82321,21136622,091LightingWholesale (Dealers)
Dainolite Ltd.da$11822,126$1,66362,010103402,244LightingWholesale (Dealers)
Legrand USleg$100——11161,012LightingWholesale (Dealers)
Alfresco Homeah$609,578$5,65213,753501022,493OutdoorWholesale (Dealers)
Silver Onesoi——————91,106Accessories/GiftwareWholesale (Dealers)
WAC/Modern Forms Lightingflagwac—4,769$4,338269,618316139—LightingWholesale (Broad Dealer Network)

Gabriella White family: sc = Gabriella White (parent LLC), scw = Summer Classics, sccon = Summer Classics Contract — three separately billed, simultaneously active orgs. Not a duplicate. Open flag: whether any sibling's retail/DTC footprint argues Multi-Channel.

Mid-Market Multi-Channel 24 accounts Trade + retail + online distribution View roster
CompanyorgBest PriceOrdersAOVPCodesCustomersTerritoriesiPad usersProductsWhatWho
Lifestyle Solutionslss$449161$2,798252220360FurnitureWholesale (Dealers/Retailers)
Sauder Woodworkingswc$3905$10,825———28560FurnitureWholesale (Dealers/Retailers)
Shadow Catcherssca$2603,068$4,17812,78234353,304Decor/ArtWholesale (Dealers/Retailers)
Capital Lighting Fixture Co.clc$153287$4,72723,2463,2461111,793LightingWholesale (Dealers/Retailers)
Golden Lightinggl$153533$92562,34729553,131LightingWholesale (Dealers/Retailers)
Savoy House Lightingshl$1376,751$75,67741,36122974,983LightingWholesale (Dealers/Retailers)
Karat Home Inc.khi$13148$1,34312214716FurnitureWholesale (Dealers/Retailers)
Coleto Brands | Kichlerkl$123875$7,24973,1931894,414LightingWholesale (Dealers/Retailers)
Linon/Powell Furniturelpf$11711,856$2,19521,978651622,032FurnitureWholesale (Dealers/Retailers)
Craftmadeclli$1091,351$4,68635,1891181102,970LightingWholesale (Dealers/Retailers)
AFX, Inc.afx$9973$1,92933,55476572,425LightingWholesale (Dealers/Retailers)
EGLO Canadaeglo_can$99151$6,345117909201,563LightingMixed (Trade + Retail)
Vaxcel International Corporationvic$90317$49681,4964341—LightingWholesale (Dealers/Retailers)
Coleto Brands | Progress Lightingprog$8796$2,99416,55124643,238LightingWholesale (Dealers/Retailers)
ET2 Lightinget2$8453$2,455317,52996793,059LightingMixed (Trade + Retail)
Eglo USA Inc.eglo$80289$2,64261,32129382,165LightingWholesale (Dealers/Retailers)
Designer's Fountaindf$7627$749177825351,198LightingWholesale (Dealers/Retailers)
DALS Lightingdals$7155$2,248263028401,117LightingWholesale (Dealers/Retailers)
Groupe Courchesnegc$703,759$1,13611,51525235,580Accessories/GiftwareWholesale (Dealers/Retailers)
Access Lightingali$64129$2,091272,37578871,537LightingMixed (Trade + Retail)
Millennium Lightingml$60118$2,168———873,202LightingWholesale (Dealers/Retailers)
Maxim Lightingmli$55258$6,780359,3871248011,508LightingMixed (Trade + Retail)
Magnussen Homemh—1,961$5,22431,5723698—FurnitureWholesale (Dealers/Retailers)
Morgan Fabrics Corporationmfc————————TextilesWholesale (Dealers/Retailers)
Volume Distribution 14 accounts Commodity distribution, high volume View roster
CompanyorgBest PriceOrdersAOVPCodesCustomersTerritoriesiPad usersProductsWhatWho
Abaline Supply Inc.asi$3378,596$2,12921,76348899,312Accessories/GiftwareWholesale (Retailers)
Pioneer Mortonmpc$2474,493$1,91611,76410384,916Accessories/GiftwareWholesale (Retailers)
Godinger Silver Art Co.gsa$194,663$1,38312,01744455,670Accessories/GiftwareWholesale (Retailers)
Ricci Argentieri Companyrac$186,497$75615492742630Accessories/GiftwareWholesale (Retailers)
Bulbritebri$125,996$979223,2323499883LightingWholesale (Retailers)
Philip Whitneypw$10461$513110217411,258Accessories/GiftwareWholesale (Retailers)
Studio Silversmiths, Inc.ssi$9567$1,14814102742284Accessories/GiftwareWholesale (Retailers)
ELICO LTD.etl$85,509$3,52135957184,624Accessories/GiftwareWholesale (Retailers)
Moda at Home Enterprises Ltdmah$85,522$968188326343,048Accessories/GiftwareWholesale (Retailers)
Sixtrees Limitedst$8429$9081787521114,171Accessories/GiftwareWholesale (Retailers)
Home Essentials & Beyondheb$716,308$1,78311,627738432,499Accessories/GiftwareWholesale (Retailers)
Kaleen Rugs & Broadloomkrb$72$191142,2085361,768RugsWholesale (Retailers)
Kennedy International, Inc.kii$632,820$4,84713,636554231,071Accessories/GiftwareWholesale (Retailers)
Uniware Housewares Corp.uhc$319,446$5,86426,617105204,372Accessories/GiftwareWholesale (Retailers)

v3.2 → v4.0 Moves (8)

All moves are from Specialty or unmatched (??) — no core-segment reclassifications.

Companyorgv3.2v4.0
America's BackyardsabolSpecialty/Non-TraditionalPremium Trade Brand
Gabriella WhitescLuxury SpecificationPremium Trade Brand
Ideal LivingilcSpecialty/Non-TraditionalPremium Trade Brand
Kaleen Rugs & BroadloomkrbSpecialty/Non-TraditionalVolume Distribution
Legrand USlegMid-Market Multi-ChannelPremium Trade Brand
Sabine Pools, Spas, & FurniturspSpecialty/Non-TraditionalPremium Trade Brand
Silver OnesoiMid-Market Multi-ChannelPremium Trade Brand
Tomlinson CompaniestelSpecialty/Non-TraditionalPremium Trade Brand

Accounts That Remain Ambiguous

⚑

Judgment calls, not data errors. Kept in current placement unless a human decides otherwise from real-world selling motion. Separate open flags: dormant lna vs active leg; Gabriella White family Brand-Building vs Multi-Channel.

AccountIssueCurrent PlacementData Says
Schonbek Lighting (sbl)flagOnly 1 product in DB ($14), but v3 placed at Specification with $14,255 AOVSpecificationLikely a data artifact (old/demo org). Keep at Specification based on AOV + brand position
Visual Comfort - Studio/Fans (fms)flag$115 median, $92K AOV — the AOV is from the VC consolidated ordering system, not per-itemSpecificationAOV inflated by consolidated orders. Products are mid-range fans/studio lighting. Could be Multi-Channel, but keeps Specification due to VC family selling motion
WAC/Modern Forms (wac)flagNo products in DB, $4,338 AOV, 139 iPad users — significant platform activityBrand-BuildingCommercial lighting / architectural spec. Could be Specification. Stay at Brand-Building per v3.2
Universal Furniture (ufi)flagNo products in DB (portal-only ERP org), $7,671 AOVBrand-BuildingMassive furniture company. $252M invoiced. Clearly a premium brand. Placement correct
Fine Art Handcrafted Lighting (fal)flagNo products in DB, $17,073 AOVSpecificationUltra-luxury decorative lighting. Placement correct

Next Step

Build personas within each segment for rep co-pilot initialization. Sources: current/SuperCat_Client_Segmentation_v4.0.md + MASTER CSV.