Pushing the envelope

Lewis, Len
July 1997
Progressive Grocer;Jul97, Vol. 76 Issue 7, p91
Trade Publication
Focuses on the statement of John Mahar of Green Hills Farms based in Syracuse, New York on customer management. Emphasis on the need to identify the customer mix and analyze defection and retention rates; Advantage of frequent-shopper card to the chain; How Green Hills use the data they gather; Trends that have the strongest impact on gross margins; Four groups of customer-loyalty programs.


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