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Customer Profitability Analysis Today
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Book Synopsis Customer Profitability Analysis - Today by : Eileen Schäfer
Download or read book Customer Profitability Analysis - Today written by Eileen Schäfer and published by diplom.de. This book was released on 1999-07-25 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inhaltsangabe:Abstract: Traditional management accounting systems are limited in their ability to provide profitability information relevant to management decisions. The problems of inadequate profitability measurement are intensified by the increasing competition in todays international market and the customer sophistication in locating low-cost providers. In response a number of manufacturers and service companies are experimenting with new methods to analyse their profits. The collection and analysis of information on the customer profitability analysis enables management to identify their most attractive customer groups and support them with their scarce resources, turning loss-making making accounts into profitable ones. The project investigate both the theoretical approach of customer profitability analysis and its usage in practice, today. Relevant data was collected by means of a survey and three ease studies. The survey provided information about the extent of knowledge of member of organisations about customer profitability analysis and the use of it in the decision making process. The interviews added deeper knowledge about the application of customer profitability analysis in practice and helped to find new insights to this analysis method. Inhaltsverzeichnis:Table of Contents: TABLE OF ABBREVIATIONS4 TABLE OF FIGURES5 1. CHAPTERPREFACE6 1.1INTRODUCTION6 1.2BACKGROUND8 1.3AIM10 1.4OBJECTIVES10 2. CHAPTERRESEARCH METHODOLOGY11 2.1INTRODUCTION11 2.2AGGREGATION OF SECONDARY DATA11 2.3COLLECTION OF PRIMARY DATA12 2.3.1INTRODUCTION12 2.3.2SELECT THE APPROPRIATE METHOD12 2.3.3THE SURVEY14 2.3.4THE CASE STUDIES15 3. CHAPTERTHE THEORETICAL APPROACH18 3.1INTRODUCTION18 3.2APPLICATION OF THE CUSTOMER PROFITABILITY ANALYSIS18 3.2.1MAKE OPERATING DECISIONS19 3.2.2DEVELOP STRATEGIES20 3.2.3TACTICAL BENEFITS25 3.3HOW IS THE CUSTOMER PROFITABILITY ANALYSIS OBTAINED?28 3.3.1THE FIRST STEP: THE APPROPRIATE CUSTOMER SEGMENTATION28 3.3.2THE SECOND STEP: THE PRINCIPLE OF AVOIDABLE COSTS AND UNAVOIDABLE COSTS 30 3.3.3THE THIRD STEP: COST ALLOCATION34 3.4TRE CUSTOMER PROFITABILITY ANALYSIS TACTICALLY AND PRACTICALLY44 3.4.1THE DECISION GRID44 3.4.2CUSTOMER PROFITABILITY ANALYSIS, A DAY-TO-DAY OPERATION?47 3.4.3WHO IS RESPONSIBLE FOR THE CUSTOMER'S PROFIT?48 3.4.4REVIEW OF EXISTING SURVEYS48 3.5CONCLUSION49 4. CHAPTERSURVEY52 4.1INTRODUCTION52 4.2KEY-ISSUES52 4.3SAMPLE SELECTION PROCEDURE AND DATA [...]
Book Synopsis Customer Profitability Analysis by :
Download or read book Customer Profitability Analysis written by and published by . This book was released on 2002 with total page 36 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : Epstein, Marc J
Download or read book Customer Profitability Analysis written by Epstein, Marc J and published by Mississauga, ON : CMA Canada. This book was released on 2000 with total page 31 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : Gregory K. Sasaki
Download or read book Customer Profitability Analysis written by Gregory K. Sasaki and published by . This book was released on 1988 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : John A. Muranishi
Download or read book Customer Profitability Analysis written by John A. Muranishi and published by . This book was released on 1972 with total page 53 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Implementation of Customer Profitability Analysis by : Erik M. van Raaij
Download or read book The Implementation of Customer Profitability Analysis written by Erik M. van Raaij and published by . This book was released on 2002 with total page 17 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : Dennis C. Neff
Download or read book Customer Profitability Analysis written by Dennis C. Neff and published by . This book was released on 1972 with total page 97 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : A. Anandarajan
Download or read book Customer Profitability Analysis written by A. Anandarajan and published by . This book was released on 1986 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Converting Customer Value by : John J. Murphy
Download or read book Converting Customer Value written by John J. Murphy and published by John Wiley & Sons. This book was released on 2005-11-18 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: A company exists to make profit, and everything it does is a step towards that goal. Many firms are trying to get closer to their customers, but few realise how crucial this is to corporate value. Indeed, the long-term value of a company is perhaps best described as the sum of future profits from customers, discounted to a present value. Tackling two hot topics in business - CRM and corporate value - and based on a study undertaken by the Customer Management Leadership Group, John Murphy's new book links customer management directly to company profitability for the first time. By implementing its Customer Management Integration Framework, a company can see cash flows for each customer relationship, and use that information to effectively manage key customers for higher and more resilient levels of profitability.
Book Synopsis Customer Profitability Analysis by : Keith Ward
Download or read book Customer Profitability Analysis written by Keith Ward and published by . This book was released on 1989 with total page 45 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer Profitability Analysis by : CPA Australia (Organization)
Download or read book Customer Profitability Analysis written by CPA Australia (Organization) and published by . This book was released on 2001 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer profitability analysis.
Book Synopsis A Treatise on Customer Profitability Analysis by : John L. West
Download or read book A Treatise on Customer Profitability Analysis written by John L. West and published by . This book was released on 1977 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Customer profitability analysis in corporate banking by : Alun Evans
Download or read book Customer profitability analysis in corporate banking written by Alun Evans and published by . This book was released on 1984 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Managing Customers Profitably by : Lynette Ryals
Download or read book Managing Customers Profitably written by Lynette Ryals and published by John Wiley & Sons. This book was released on 2009-01-22 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the management strategies necessary to make and keep customers profitable. It includes easy-to-follow instructions on how to calculate customer profitability, including worked examples (non-technical) and discusses strategies and their applications for organizations to manage customers profitably. Based on cases and feedback from the KAM Club and other research, there will be many business-to-business as well as business-to-consumer examples. The book assumes some level of numeracy in its readership. The contents include: Assessing product costs, costs to serve and how these can be estimated, and how to deal with customer-specific overhead costs. It discusses the uses and limitations of the use of customer profitability analysis, and illustrates how to calculate customer lifetime value using two methods, one with actual numbers and one which estimates relative customer lifetime value. Provides an innovative approach to calculating the lifetime value of a customer by taking risk into account. Demonstrates how to recognise and value the relationship benefits of customers, such as word of mouth. Brings into discussion the idea that how customers are managed, links to their profitability. Describes how financial portfolio analysis and theory apply to marketing and how, their application to marketing relates to the optimisation of marketing spend.
Book Synopsis Customer profitability analysis by : Benedict Bailleul
Download or read book Customer profitability analysis written by Benedict Bailleul and published by . This book was released on 1998 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Developing a Customer Profitability Analysis System for a Medium-size Bank by : Robert Lee Trammel
Download or read book Developing a Customer Profitability Analysis System for a Medium-size Bank written by Robert Lee Trammel and published by . This book was released on 1986 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis More to the Bottom Line by : Brent R. Grover
Download or read book More to the Bottom Line written by Brent R. Grover and published by Natl Assn Wholesale-Distr. This book was released on 2004 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt:
