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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.