Author: Eileen Schäfer Publisher: diplom.de ISBN: 3832416358 Category : Business & Economics Languages : en Pages : 124
Book Description
Inhaltsangabe:Abstract: Traditional management accounting systems are limited in their ability to provide profitability information relevant to management decisions. The problems of inadequate profitability measurement are intensified by the increasing competition in todays international market and the customer sophistication in locating low-cost providers. In response a number of manufacturers and service companies are experimenting with new methods to analyse their profits. The collection and analysis of information on the customer profitability analysis enables management to identify their most attractive customer groups and support them with their scarce resources, turning loss-making making accounts into profitable ones. The project investigate both the theoretical approach of customer profitability analysis and its usage in practice, today. Relevant data was collected by means of a survey and three ease studies. The survey provided information about the extent of knowledge of member of organisations about customer profitability analysis and the use of it in the decision making process. The interviews added deeper knowledge about the application of customer profitability analysis in practice and helped to find new insights to this analysis method. Inhaltsverzeichnis:Table of Contents: TABLE OF ABBREVIATIONS4 TABLE OF FIGURES5 1. CHAPTERPREFACE6 1.1INTRODUCTION6 1.2BACKGROUND8 1.3AIM10 1.4OBJECTIVES10 2. CHAPTERRESEARCH METHODOLOGY11 2.1INTRODUCTION11 2.2AGGREGATION OF SECONDARY DATA11 2.3COLLECTION OF PRIMARY DATA12 2.3.1INTRODUCTION12 2.3.2SELECT THE APPROPRIATE METHOD12 2.3.3THE SURVEY14 2.3.4THE CASE STUDIES15 3. CHAPTERTHE THEORETICAL APPROACH18 3.1INTRODUCTION18 3.2APPLICATION OF THE CUSTOMER PROFITABILITY ANALYSIS18 3.2.1MAKE OPERATING DECISIONS19 3.2.2DEVELOP STRATEGIES20 3.2.3TACTICAL BENEFITS25 3.3HOW IS THE CUSTOMER PROFITABILITY ANALYSIS OBTAINED?28 3.3.1THE FIRST STEP: THE APPROPRIATE CUSTOMER SEGMENTATION28 3.3.2THE SECOND STEP: THE PRINCIPLE OF AVOIDABLE COSTS AND UNAVOIDABLE COSTS 30 3.3.3THE THIRD STEP: COST ALLOCATION34 3.4TRE CUSTOMER PROFITABILITY ANALYSIS TACTICALLY AND PRACTICALLY44 3.4.1THE DECISION GRID44 3.4.2CUSTOMER PROFITABILITY ANALYSIS, A DAY-TO-DAY OPERATION?47 3.4.3WHO IS RESPONSIBLE FOR THE CUSTOMER'S PROFIT?48 3.4.4REVIEW OF EXISTING SURVEYS48 3.5CONCLUSION49 4. CHAPTERSURVEY52 4.1INTRODUCTION52 4.2KEY-ISSUES52 4.3SAMPLE SELECTION PROCEDURE AND DATA [...]
Author: Dave McNab Publisher: Createspace Independent Publishing Platform ISBN: 9781512138344 Category : Languages : en Pages : 50
Book Description
A practical guide to Customer Profitability Analytics examining why and how to measure Customer Profitability, functional characteristics of world-class Customer Profitability measurement systems and how to manage the systems and implementation of Customer Profitability Analytics solutions. Learn why Customer Profitability Analytics is both important and challenging to implement from one of the world's most experienced practitioners in the field. Authored by Dave McNab, a Canadian Chartered Professional Accountant with over 20 years of hands-on experience delivering Customer Profitability solutions in Banking, Insurance, Brokerage and Loyalty industries throughout the Americas, Middle East, Japan and the UK. Dave is a thought leader, author and conference speaker recognized as a Subject Matter Expert on Customer Profitability globally.
Author: Lynette Ryals Publisher: John Wiley & Sons ISBN: 0470742364 Category : Business & Economics Languages : en Pages : 384
Book Description
This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the management strategies necessary to make and keep customers profitable. It includes easy-to-follow instructions on how to calculate customer profitability, including worked examples (non-technical) and discusses strategies and their applications for organizations to manage customers profitably. Based on cases and feedback from the KAM Club and other research, there will be many business-to-business as well as business-to-consumer examples. The book assumes some level of numeracy in its readership. The contents include: Assessing product costs, costs to serve and how these can be estimated, and how to deal with customer-specific overhead costs. It discusses the uses and limitations of the use of customer profitability analysis, and illustrates how to calculate customer lifetime value using two methods, one with actual numbers and one which estimates relative customer lifetime value. Provides an innovative approach to calculating the lifetime value of a customer by taking risk into account. Demonstrates how to recognise and value the relationship benefits of customers, such as word of mouth. Brings into discussion the idea that how customers are managed, links to their profitability. Describes how financial portfolio analysis and theory apply to marketing and how, their application to marketing relates to the optimisation of marketing spend.
Author: Oliver Baumgartner Publisher: GRIN Verlag ISBN: 3656373930 Category : Business & Economics Languages : en Pages : 23
Book Description
Seminar paper from the year 2012 in the subject Business economics - Banking, Stock Exchanges, Insurance, Accounting, grade: 1,3, University of Innsbruck, language: English, abstract: Haben Sie sich jemals gefragt wie profitabel einzelne Bankkunden sind? Diese Seminararbeit gibt ihnen einen Überblick über die gängigsten Methoden zur Profitabilitätsanalyse. Inhalt ist die Analyse von Profitabilitätsquellen, die richtige Einteilung von Kunden in unterschiedliche Segmente, unterschiedliche key ratios die bei der Analyse der Profitabilität helfen. Ebenfalls gibt es eine Einführung der wichtigsten Finanzkennzahlen in diesem Gebiet. Als letzten Teil, werden Sie lernen welche Möglichkeiten es gibt um Kunden profitabler zu machen bzw. unprofitable Kunden, möglichst leicht und ohne großes öffentliches Interesse, loszuwerden. This paper gives an overview of the most important points which have to be taken into consideration when analyzing the customer profitability. One will see different methods and key ratios which are used to get an overview of the customer management. Furthermore, one sees the importance of a good customer segmentation system. Additionally, there is also a focus on the problems which a bank has to face when dealing with unprofitable customers.
Author: Massimiliano Bonacchi Publisher: Springer ISBN: 3030019713 Category : Business & Economics Languages : en Pages : 95
Book Description
This book is designed to meet the needs of CFOs, accounting and financial professionals interested in leveraging the power of data-driven customer insights in management accounting and financial reporting systems. While academic research in Marketing has developed increasingly sophisticated analytical tools, the role of customer analytics as a source of value creation from an Accounting and Finance perspective has received limited attention. The authors aim to fill this gap by blending interdisciplinary academic rigor with practical insights from real-world applications. Readers will find thorough coverage of advanced customer accounting concepts and techniques, including the calculation of customer lifetime value and customer equity for internal decision-making and for external financial reporting and valuation. Beyond a professional audience, the book will serve as ideal companion reading for students enrolled in undergraduate, graduate, or MBA courses.
Author: John J. Murphy Publisher: John Wiley & Sons ISBN: 0470016345 Category : Business & Economics Languages : en Pages : 416
Book Description
A company exists to make profit, and everything it does is a step towards that goal. Many firms are trying to get closer to their customers, but few realise how crucial this is to corporate value. Indeed, the long-term value of a company is perhaps best described as the sum of future profits from customers, discounted to a present value. Tackling two hot topics in business - CRM and corporate value - and based on a study undertaken by the Customer Management Leadership Group, John Murphy's new book links customer management directly to company profitability for the first time. By implementing its Customer Management Integration Framework, a company can see cash flows for each customer relationship, and use that information to effectively manage key customers for higher and more resilient levels of profitability.
Author: MicroStrategy Product Manuals Publisher: MicroStrategy ISBN: 1936804719 Category : Computers Languages : en Pages : 217
Book Description
A reference for the MicroStrategy Customer Analysis Module (CAM), part of the MicroStrategy Analytics Modules that come with MicroStrategy Architect. This guide provides a description, usage scenarios, and screen shots for all the packaged reports for CAM.
Author: Eileen Schäfer
Author: Dave McNab
Author: Epstein, Marc J
Author: Lynette Ryals
Author: Oliver Baumgartner
Author: Erik M. van Raaij
Author: Massimiliano Bonacchi
Author: 
Author: John J. Murphy
Author: MicroStrategy Product Manuals