I came across an interesting article titled "Solving the mystery of customer lifetime value," by Brian Plowman of Develin Partners (based in the UK). He makes a convincing argument that while most companies focus on revenue, customer count and gross margin to assess profitability, that a more rigorous ABC (Activity Based Ccosting) approach can paint a […]
Archive for the 'Analytics' Category
In the June issue of Catalog Success magazine, catalog veteran and consultant John Lenser — in "RFM Turned Upside Down - How online ordering is changing the age-old circ plan formula" — made one of the most astonishing claims I've come across in a long time. Consider the following:
What do you suppose would happen if […]