CUSTOMER PROFITABILITY ANALYSIS: CHALLENGES AND NEW DIRECTIONS Summary This article presents the concept of modifying cost accounting system in order to provide measurements from a customer profitability viewpoint. Most management accounting systems focus on products‚ departments or geographical areas‚ which have little to do with customers. A questionnaire was sent to marketing managers and marketing controllers and interviews with respondents. Much of this article draws on qualitative responses
Premium Customer service Cost accounting Customer
Topic Gateway Series Customer profitability analysis Customer profitability analysis Topic Gateway Series No. 55 1 Prepared by Jasmin Harvey and Technical Information Service January 2009 Topic Gateway Series Customer profitability analysis About Topic Gateways Topic Gateways are intended as a refresher or introduction to topics of interest to CIMA members. They include a basic definition‚ a brief overview and a fuller explanation of practical application. Finally they
Premium Marketing Management accounting Customer
Dr. Robert Stokes‚ a renowned dermatologist‚ has joined the ranks of many other healthcare professionals. He was implicated in a scheme to defraud the government. Using the Internet and other sources‚ research the case of Dr. Stokes. After completing your research‚ please respond to the following questions. 1) Discuss the case against Dr. Stokes. 2) What were the actual charges filed against him? 3) What was the punishment he received‚ if any? Do you feel the final outcome was justified? 4)
Premium Health care Health science Medicine
in determining the cost of serving customers and as a basis for evaluating the profitabilty of a specific customer or group of customers. Why is this important? Most managers agree that 80% of their profits come from the top 20% of their customers and most important‚ the bottom 20% of their customers are unprofitable. For example‚ to compete with Walmart‚Best Buy works hard to attract profitable customers and equally hard to discourage the unprofitable customers which those that are price shopping
Premium Marketing Sales Customer service
CUSTOMER PROFITABILITY ANALYSIS Customer profitability analysis (CPA) can be defined as a method used to compare the costs of all the activities used to support a customer or a customer group with the revenue generated by that customer or customer group. It is the analysis of the revenue and costs that relates to the customers which can be determined by considering the similarities and differences in customers’ buying behaviours and customer preferences. From the definition‚ it shows three features
Premium Value added Costs Management accounting
A customer profitability analysis is an evaluation process that focuses on assigning costs and revenues to segments of the customer base‚ instead of assigning revenues and costs to the actual products‚ or the units or departments that compose the corporate structure of the producer. Approaching profitability from this angle can sometimes provide valuable insights into how each step of the process of designing‚ manufacturing‚ and ultimately selling a good or service incurs cost and generates revenue
Premium Consultative selling Good Customer
Bradley Stoke is an English suburban town located in the South West of the United Kingdom. It’s situated in South Gloucestershire and is in the north of Bristol. I will be evaluating it’s sustainability as a westernised‚ suburban settlement. It also is one of the biggest housing estates in Europe. Sustainability means that something is long lasting and produces little or no environmental impact. It also means that by living a sustainable life‚ you are leaving the planet in the same state you found
Premium Sustainability Sustainable development Ecology
Group Assignment (Winter 2014) Pilgrim Bank (A): Customer Profitability Pilgrim Bank (A) is a case that analyzes customer profitability in a retail banking setting. It explores a business phenomenon common to the retail banking industry and‚ within this context‚ acquaints you with the types of managerial questions that can be made by data analysis. As a recently hired analyst‚ Alan Green (your group’s role) has data on a sample of customers and must make recommendations about whether the bank
Premium Bank Retail banking
a) The named organization that is being discussed in this case study is FirstGroup PLC which is a transport company based in the UK. It generates revenues of approximately 5 billion pounds every year and employs staff of over 137‚000 over the UK and North America. The estimated amount of passengers that this company transports is about 2.5 billion per annum. That was a brief overview of the organization that is being dealt in the case study. Moving onto PESTEL which is the brief analysis of any organization’s
Premium Carbon dioxide Environment Public transport
Importance of Analyzing Customer Profitability BADM 603 July 30‚ 2007 Every for-profit business has one main goal: to maximize profits by selling as much of its products or services to as many customers as possible. It seems logical to think that the more customers that a business has‚ the more profitable the company will be. However‚ business managers should also be aware that some customers are more profitable to the company than others. Managers should analyze their customers to determine those
Premium Variable cost Profit Costs