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Finance and Financial Management Commons™
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Articles 1 - 3 of 3
Full-Text Articles in Finance and Financial Management
Not All Customers Are Created Equal: Looking At Lifetime Value, Mark E. Pickering
Not All Customers Are Created Equal: Looking At Lifetime Value, Mark E. Pickering
Mark E Pickering
Customer Lifetime Value (CLV) refines customer profitability analysis to view customers as assets. Thinking in terms of CLV provides the impetus to target customer acquisition efforts on the right customers, and to improve the profitability and duration of the relationship with existing customers. This article introduces the concepts and benefits associated with CLV and actions to improve value.
Using Customer Profitability Information To Drive The Bottom Line, Mark E. Pickering
Using Customer Profitability Information To Drive The Bottom Line, Mark E. Pickering
Mark E Pickering
This article utilises a case study of a textile manufacturer and distributor to demonstrate the use of customer profitability analysis to improve company profitability.
Customer Profitability: The Approach Counts, Mark E. Pickering
Customer Profitability: The Approach Counts, Mark E. Pickering
Mark E Pickering
This article looks at alternative approaches to calculating customer profitability. It recommends a customer-focussed approach that takes into account the specific resources utilised to service each customer segment. In using customer profitability to make strategic and operational decisions it is vital that only costs relevant to those decisions are utilised.