(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 should charge
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customer’s profitability to provide relevant information for Internet strategy in Pilgrim Bank. To get a conclusion from the disagreements between charging online banking fees and offering customers incentives to use online banking‚ I obtained relevant data and compared online and offline customers’ profitability. Since only comparing balance level will miss some important information‚ such as‚ the cost of serving individual customers‚ therefore‚ in my analysis‚ I primarily focus on profitability. To
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Mel Lazo ISDS 7540 – Marketing Analytics Module Dr. Black 7 December 2012 Pilgrim Bank Case Analysis Introduction and Defining the Relationships The business analyst at Pilgrim Bank‚ Alan Green‚ was tasked with guiding the marketing team to a better understanding of customer profitability. With the help of his supervisor and the IT department‚ he has access to an extensive data set of over 30‚000 customers‚ both old and new. Included are continuous variables for Profit‚ Tenure‚ and Satisfaction
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profitable for Pilgrim Bank than offering incentives to promote wider use of the online channel. To begin solving the problem‚ Mr. Green first must address the following research issues: how much more/less profit do online users generate; is this difference significant‚ what are the measures of customer profitability‚ what are the characteristic of the bank’s online users and profitable customers‚ what are the costs of operating the online banking channel‚ and finally what measures does the bank take to
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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
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Pilgrim Bank Case ‐ Group 5‚ Section D The 95 percent confidence interval is (Z = 1.96) (n =31634) (σ = 272.84) 108.496 < Population Mean < 114.5094 The variation of the mean is not very large (+-3.01)‚ so sample mean can be assumed to be representative of population mean. Number of offline users: 27781‚ x1 = 110.79‚ σ1 = 271.301 Number of online users: 3853‚ x2 = 116.67 σ2 = 283.66 Z = (x1-x2)-(µ1-µ2)/Sqrt(σ12/n1+σ22/n2) Null Hypothesis: µ1= µ2 Alternative Hypothesis: µ1 =! µ2 Z = -1.212 and Z-critical
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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
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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
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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
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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
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