Customer profitability

✍ Scribed by John A. Miller

• Book ID: 102297511
• Publisher: John Wiley and Sons
• Year: 2008
• Tongue: English
• Weight: 97 KB
• Volume: 19
• Category: Article
• ISSN: 1044-8136
• DOI: 10.1002/jcaf.20404

✦ Synopsis

Abstract

Customer profitability quantifies the “in‐the‐bank” profits of the customer/supplier relationship and reports what's already been earned. More important to many industries is customer valuation, the future value of the customer. This article explains how the two differ—and why it matters. © 2008 Wiley Periodicals, Inc.