TITLE

Managing Customers Profitably

AUTHOR(S)
Ryals, Lynette
PUB. DATE
April 2011
SOURCE
Credit Control;2011, Vol. 32 Issue 3/4, p37
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article presents a reprint of the article "Managing Customers Profitably," by Lynette Ryals, which appeared in the publication "Management Focus." It discusses three rules to manage the profitability of customers namely understanding customers' profitability, managing customer portfolio, and acquiring more profitable customers. It says that customer profitability analysis, customer lifetime value, and customer equity are the main ways to calculate the profitability of customers.
ACCESSION #
64306231

 

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