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:

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 [...]

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:

Download or read book How profitable is a bank customer An analysis of customer segmentation and its profitability written by Oliver Baumgartner and published by GRIN Verlag. This book was released on 2013-02-18 with total page 23 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2012 in the subject Business economics - Banking, Stock Exchanges, Insurance, Accounting, grade: 1,3, University of Innsbruck, language: English, abstract: Haben Sie sich jemals gefragt wie profitabel einzelne Bankkunden sind? Diese Seminararbeit gibt ihnen einen Überblick über die gängigsten Methoden zur Profitabilitätsanalyse. Inhalt ist die Analyse von Profitabilitätsquellen, die richtige Einteilung von Kunden in unterschiedliche Segmente, unterschiedliche key ratios die bei der Analyse der Profitabilität helfen. Ebenfalls gibt es eine Einführung der wichtigsten Finanzkennzahlen in diesem Gebiet. Als letzten Teil, werden Sie lernen welche Möglichkeiten es gibt um Kunden profitabler zu machen bzw. unprofitable Kunden, möglichst leicht und ohne großes öffentliches Interesse, loszuwerden. This paper gives an overview of the most important points which have to be taken into consideration when analyzing the customer profitability. One will see different methods and key ratios which are used to get an overview of the customer management. Furthermore, one sees the importance of a good customer segmentation system. Additionally, there is also a focus on the problems which a bank has to face when dealing with unprofitable customers.

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.

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:

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:

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:

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:

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:

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.

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.

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:

Download or read book Possibilities for Determining Customer s Profitability written by Venelin Terziev and published by . This book was released on 2018 with total page 7 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing is an art to attract and retain customers, but not to any but profitable customers. Unfortunately, organizations often understand that 20 to 40 percent of their customers are unprofitable. Also, many organizations report the fact that their most profitable customers are not the ones who buy the most, but the average shoppers. Major customers require special service and get the biggest discounts, thus reducing the company's profits. The smallest customers pay the full price and get a minimum of service, but the expenses connected with the deals reduces the profitability they earn.Average customers enjoy good service, pay almost the whole price, and in many cases prove to be the most profitable. Therefore, a number of large organizations, which initially target only large customers are then orientated towards the average customer market. An organization should not pursue and satisfy every client. Orientation should be to cost-effective customers. This in turn requires the definition of a “cost-effective customer”. A cost-effective customer is a person, a household, or a business that earns revenue over a certain period of time, and the contribution is higher than the company's expenses connected with attracting, persuading, purchasing, and servicing. Attention should be paid to the profits and expenses that the customer carries to the organization for a long time rather than a specific purchase.Most organizations do not pay attention to the customer's profitability.It is also appropriate to improve this activity by first applying a model of customer profitability analysis. One of the basic principles of customer return analysis, which the provider must implement, is to disclose and describe all the expenses, specific to each individual customer. A useful way to uncover these costs is to determine which expenses will be dropped if the customer is discontinued. Appropriate use of ABC is a differentiation analysis to identify which goods and services, which customers are more and which are less profitable for the organization, and depending on how to define the policy for serving different categories of customers and the sale of goods and services with different participation in sales and profits.The present study explores the possibilities for measuring customer profitability, analyzes the connection service' expenses, a cost-effective client and presents the application of the ABC method - analysis to distinguish the customer service policy.

Download or read book Customer s Profitability Analyses and Customer Service Policies written by Venelin Terziev and published by . This book was released on 2018 with total page 10 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most organizations do not pay attention to the customer's profitability. It is also appropriate to improve this activity by first applying a model of customer profitability analysis. One of the basic principles of customer return analysis, which the provider must implement, is to disclose and describe all the expenses, specific to each individual customer. A useful way to uncover these costs is to determine which expenses will be dropped if the customer is discontinued. Appropriate use of ABC is a differentiation analysis to identify which goods and services, which customers are more and which are less profitable for the organization, and depending on how to define the policy for serving different categories of customers and the sale of goods and services with different participation in sales and profits. The present study explores the opportunities of measuring customer profitability, analyzes the connection- service' expenses, a cost-effective client and presents the application of the ABC method - analysis to distinguish the customer service policy.

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:

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: