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Full-Text Articles in Business
Making Cost Reductions Stick, Mark E. Pickering
Making Cost Reductions Stick, Mark E. Pickering
Mark E Pickering
In tough economic times it is important to keep control of costs. Inappropriate and poorly executed cost reduction exercises can destroy competitive advantage and result in costs creeping back. This article outlines common cost reduction pitfalls and examines four popular approaches to cost reduction.
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.