H&R Block has a definite strategy to getting significant tax returns. The company only markets to clients in certain tax brackets. Tax preparation services tend to be the most profitable when preparers sell them to people in specific socioeconomic brackets. H&R Block has been taking specific steps to exclude low-income potential customers for tax filing.
The company has recently pared down its free tax filing service and changed its online tax preparation packages to make them cost more money for fewer services. More types of tax returns fall into categories that are more expensive at H&R Block compared to some other tax preparers. Preparers have referred to these potential clients as “low-loyalty.”
Consultants have examined these practices and found that H&R Block’s clients fall into four general categories. The category known as the “lower right box” consists of clients whose tax returns require a good deal of paperwork but give little profit potential to the tax preparation company. H&R Block has been actively taking steps to discourage this group of filers from doing business with them.
As a result of the company’s efforts, profits have climbed by 4% during the last fiscal year while the number of prepared at tax returns has fallen by 6.2%. The tax preparers at H&R Block have also had additional time to prepare the returns of higher income clients. The company has also spent 12% less on marketing and advertising. The CEO has expressed that the company has met exact goals with these tactics.
The tax preparation company H&R Block has seen a profit boost of approximately $500 million, but these tactics also represent a risk to H&R Block’s image. By excluding lower earners, the business may not get any clientele from this population segment when they eventually earn more and move into different tax brackets.
H&R Block And Big Tax Returns by Steve