| Author: | Bellis-Jones, R. |
| Title: | Customer profitability analysis. |
| Journal: | Management Accounting (London)
1989 : FEB, VOL. 67:2, p. 26-28 |
| Index terms: | RETAILING PROFITABILITY CUSTOMERS |
| Language: | eng |
| Abstract: | A description of a technique to clarify outlet profitability, illustrating how it can be used to transform performance into profitability in the U.K. retailing sector. The key questions. The barriers to measuring account profitability. Customer profitability analysis. The importance of the transaction. Analysis of the customer profitability database. Productivity improvements. Account engineering. Commercial strategy and competitor modelling. Four Figures illustrate the study. |
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