Return On Customer
DOWNLOAD
Download Return On Customer PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get Return On Customer book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page
Return On Customer
DOWNLOAD
Author : Don Peppers
language : en
Publisher: Crown Business
Release Date : 2005-06-21
Return On Customer written by Don Peppers and has been published by Crown Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-06-21 with Business & Economics categories.
Internationally acclaimed business gurus and best-selling authors Don Peppers and Martha Rogers kicked off the CRM revolution and changed the landscape of business competition with their classic bestseller, The One to One Future. Now, in Return on Customer, they have written an even more revolutionary book, redefining the very concept of what it means to be “profitable” as a business. Virtually every manager agrees that a company’s most vital asset is its customer base – the lifetime values of all its current and future customers. Yet when companies track their financial results, they rarely take into account any change in the value of this critical asset. As a result, managers remain blind to one of the most significant factors driving genuine, lasting business success, and instead become preoccupied with achieving short-term financial goals. Return on Customer is the first book to focus on how firms create value, not just by driving current profits, but by preserving and increasing customer lifetime value. In a powerful blend of theory and practice, Peppers and Rogers demonstrate how to create shareholder value more efficiently by concentrating on Return on CustomerSM, a revolutionary business metric focused on a company’s scarcest resource – customers. By paying close attention to Return on Customer, companies can improve their profits while still conserving and replenishing long-term enterprise value. Relying on their years of experience working with many of the world’s leading companies, Peppers and Rogers take readers far beyond marketing, sales, and service. Return on Customer will revolutionize how companies think about their basic competitive strategy, product development efforts, and even the issue of business ethics and corporate governance. Return on CustomerSM is a registered service mark of Peppers & Rogers Group, a division of Carlson Marketing Group, Inc. “To remain competitive, you must figure out how to keep your customers longer, grow them into bigger customers, make them more profitable, and serve them more efficiently. And you want more of them. Unfortunately, the financial metrics you learned in business school are not easily adapted to account for the value companies generate from this scarce resource, with the right balance between current-period sales and customer lifetime value. But striking that balance is necessary if you want to know whether you’re better off investing in customer acquisition, or in product development, or opening new stores, or plant efficiency, or better qualified personnel, or more service, or cost reduction. While you may believe in your heart that a particular decision creates shareholder value, there’s no financial metric currently available to tell you how much shareholder value you actually created, or even whether you created any at all. But Return on Customer can help you. Return on Customer is a breakthrough financial metric that can quantify the actual shareholder value you are creating (or, possibly, destroying) with your various business actions and initiatives.” —from Return on Customer
Summary Return On Customer
DOWNLOAD
Author : BusinessNews Publishing,
language : en
Publisher: Primento
Release Date : 2014-10-28
Summary Return On Customer written by BusinessNews Publishing, and has been published by Primento this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-10-28 with Business & Economics categories.
The must-read summary of Don Peppers and Martha Rogers' book: "Return on Customer: Creating Maximum Value from Your Scarcest Resource". This complete summary of the ideas from Don Peppers and Martha Rogers' book "Return on Customer" presents their concept of the same name, which is a new business metric designed to measure the amount of value that a business creates by acquiring, retaining and then growing its customer base. In their book, the authors explain what causes your ROC (Return on Customer) to be negative, and how you can make changes to ensure that it is positive and value is being created. This summary provides readers with seven reasons why they should use Return on Customer as a management metric and the benefits this could bring for your business. Added-value of this summary: • Save time • Understand key concepts • Expand your business knowledge To learn more, read "Return on Customer" and discover the new way to measure your business success and add value.
Managing Customer Relationships
DOWNLOAD
Author : Don Peppers
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-30
Managing Customer Relationships written by Don Peppers and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-30 with Business & Economics categories.
MANAGING CUSTOMER RELATIONSHIPS A Strategic Framework Praise for the first edition: "Peppers and Rogers do a beautiful job of integrating actionable frameworks, the thinking of other leaders in the field, and best practices from leading-edge companies. "—Dr. Hugh J. Watson, C. Herman and Mary Virginia Terry Chair of Business Administration, Terry College of Business, University of Georgia "Peppers and Rogers have been the vanguard for the developing field of customer relationship management, and in this book, they bring their wealth of experience and knowledge into academic focus. This text successfully centers the development of the field and its theories and methodologies squarely within the broader context of enterprise competitive theory. It is a must-have for educators of customer relationship management and anyone who considers customer-centric marketing the cornerstone of sound corporate strategy." —Dr. Charlotte Mason, Department Head, Director, and Professor, Department of Marketing and Distribution, Terry College of Business, University of Georgia "Don and Martha have done it again! The useful concepts and rich case studies revealed in Managing Customer Relationships remove any excuse for those of us responsible for actually delivering one-to-one customer results. This is the ultimate inside scoop!" —Roy Barnes, Formerly with Marriott, now President, Blue Space Consulting "This is going to become the how-to book on developing a customer-driven enterprise. The marketplace is so much in need of this road map!" —Mike Henry, Leader for Consumer Insights at Acxiom Praise for the second edition: "Every company has customers, and that's why every company needs a reference guide like this. Peppers and Rogers are uniquely qualified to provide us with the top textbook on the subject, and the essential tool for the field they helped to create." —David Reibstein, William Stewart Woodside Professor of Marketing, The Wharton School, University of Pennsylvania
Return On Investment In Customer Service
DOWNLOAD
Author : Marion Devine
language : en
Publisher:
Release Date : 2011
Return On Investment In Customer Service written by Marion Devine and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Customer services categories.
Build Your Customer Strategy
DOWNLOAD
Author : James G. Barnes
language : en
Publisher: John Wiley & Sons
Release Date : 2007-01-06
Build Your Customer Strategy written by James G. Barnes and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-01-06 with Business & Economics categories.
"The customer relationships that a company is able to cultivate represent the most important asset that will never appear on its balance sheet." -From Chapter 1 of Build Your Customer Strategy Build Your Customer Strategy: A Guide to Creating Profitable Customer Relationships spells out how to create profitable and lasting customer relationships. It demystifies creating the great customer experience-something that everyone seems to be talking about these days-by showing you how to approach "experience" in ways your competitors haven't even thought of. Praise for Build Your Customer Strategy: A Guide to Creating Profitable Customer Relationships "Jim Barnes has written a down-to-earth, highly readable book that takes you through real examples with concrete ideas you can use today. Fact is, customers are the only source of revenue, and Jim will help your company build the strategy to grow the value of each customer to your firm, by making sure your firm becomes more valuable to each customer." -Don Peppers and Martha Rogers, PhD coauthors, The One to One Future and Return on Customer "Jim Barnes is in a class by himself as a guru who truly understands customer relationships from the customer's point of view. Read Build Your Customer Strategy when you're ready to move past slogans and technology-based CRM projects to create real customer equity and long-term profitability." -Bob Thompson, CEO CustomerThink Corp., and founder, CRMGuru.com "Build Your Customer Strategy is the book for leaders committed to creating genuine connections with clients. Jim goes beyond conventional thinking to help businesses understand, create, and implement a strategy that will result in the type of long-term loyal customers everyone wants-the ones who bring their family and friends." -Anne Lockie, Executive Vice President, Sales Canadian Personal and Business Clients, RBC Royal Bank "Excellent reading. Jim Barnes brings a refreshing perspective to customer service, loyalty and the importance of long-term, sustainable client relationships. Insightful and very educational." -Stephen Foster, Senior Vice President, Operations Starwood Hotels & Resorts Worldwide, Inc.
Driving Customer Equity
DOWNLOAD
Author : Valarie A. Zeithaml
language : en
Publisher: Simon and Schuster
Release Date : 2001-02-21
Driving Customer Equity written by Valarie A. Zeithaml and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-02-21 with Business & Economics categories.
In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world. Now, to ease this shift to a customer focus, marketing strategy experts Roland T. Rust, Valarie A. Zeithaml, and Katherine N. Lemon have created a dynamic new model they call "Customer Equity," a strategic framework designed to maximize every firm's most important asset, the total lifetime value of its customer base. The authors' Customer Equity Framework yields powerful insights that will help any business increase the value of its customer base. Rust, Zeithaml, and Lemon introduce the three drivers of customer equity -- Value Equity, Brand Equity, and Retention Equity -- and explain in clear, nontechnical language how managers can base their strategies on one or a combination of these drivers. The authors demonstrate in this breakthrough book how managers can build and employ competitive metrics that reveal their company's Customer Equity relative to their competitors. Based on these metrics, they show how managers can determine which drivers are most important in their industry, how they can make efficient strategic trade-offs between expenditures on these drivers, and how to project a financial return from these expenditures. The final section devotes two chapters to the Customer Pyramid, an approach that segments customers based on their long-term profitability, and an especially important chapter examines the Internet as the ultimate Customer Equity tool. Here the authors show how companies such as Intuit.com, Schwab.com, and Priceline.com have used more than one or all three drivers to increase Customer Equity. In this age of one-to-one marketing, understanding how to drive Customer Equity is central to the success of any firm. In particular, Driving Customer Equity will be essential reading for any marketing manager and, for that matter, any manager concerned with growing the value of the firm's customer base.
Little Things Big Returns
DOWNLOAD
Author : Daryl Travis
language : en
Publisher:
Release Date : 2015-06-15
Little Things Big Returns written by Daryl Travis and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-06-15 with categories.
Everyone seems to understand the importance of satisfied customers. Yet, 80% of companies believe they deliver a good customer experience while only 8% of customers agree. How is such a disparity possible? Little Things Big Returns reveals why and how companies miss the little things that draw customers in or turn them away. Most importantly, this book explains what companies can do to close the gap? Story after story is shared about how successful companies hone in on little things to create long-lasting loyalties. By little things I mean human things, the kindnesses and considerations that surprise people and create feelings they never forget. Think of the little things as the moments that matter most to your customers. How your customer feels in those moments creates the defining elements of your brand and your business. Those little things become the stories of your company that your customers share with family and friends. When those experiences are positive and memorable, customers start to depend on, become loyal to and even fall in love with your company. You'll also come to realize that doing what matters most for your customers costs very little. Many examples in this book demonstrate how doing the little things well makes a big difference and is highly profitable. You just need to change your attitude and resolve to make your customer's experience the central motivation of your operations. After all, how much does it cost to change your attitude? When your company is passionate about doing the little things that create memorable experiences, your customers beat a well-worn path to your door and your business becomes an exciting, flourishing example of a company at its very best.
Return On Investment In Customer Service
DOWNLOAD
Author : Marion Devine
language : en
Publisher:
Release Date : 2011
Return On Investment In Customer Service written by Marion Devine and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Customer services categories.
Returns Management
DOWNLOAD
Author : Stef De Bont
language : en
Publisher: Blurb
Release Date : 2016-05-17
Returns Management written by Stef De Bont and has been published by Blurb this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-17 with Business & Economics categories.
Companies that produce, sell and distribute products deal with customers that potentially might return a product during various phases of the customer journey. Dealing with these returns requires a well thought-out returns policy to manage customer expectations. It also requires a well-implemented returns management process to manage efficiency, accuracy and throughput time. The impact of an uncontrolled returns process can be large. It can impact both the relationship with the customer and the company's financial results. The opportunities from a controlled returns process are large as well. A well-managed returns process can create value in different areas.
Recommender System For Improving Customer Loyalty
DOWNLOAD
Author : Katarzyna Tarnowska
language : en
Publisher: Springer
Release Date : 2019-03-19
Recommender System For Improving Customer Loyalty written by Katarzyna Tarnowska and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-03-19 with Technology & Engineering categories.
This book presents the Recommender System for Improving Customer Loyalty. New and innovative products have begun appearing from a wide variety of countries, which has increased the need to improve the customer experience. When a customer spends hundreds of thousands of dollars on a piece of equipment, keeping it running efficiently is critical to achieving the desired return on investment. Moreover, managers have discovered that delivering a better customer experience pays off in a number of ways. A study of publicly traded companies conducted by Watermark Consulting found that from 2007 to 2013, companies with a better customer service generated a total return to shareholders that was 26 points higher than the S&P 500. This is only one of many studies that illustrate the measurable value of providing a better service experience. The Recommender System presented here addresses several important issues. (1) It provides a decision framework to help managers determine which actions are likely to have the greatest impact on the Net Promoter Score. (2) The results are based on multiple clients. The data mining techniques employed in the Recommender System allow users to “learn” from the experiences of others, without sharing proprietary information. This dramatically enhances the power of the system. (3) It supplements traditional text mining options. Text mining can be used to identify the frequency with which topics are mentioned, and the sentiment associated with a given topic. The Recommender System allows users to view specific, anonymous comments associated with actual customers. Studying these comments can provide highly accurate insights into the steps that can be taken to improve the customer experience. (4) Lastly, the system provides a sensitivity analysis feature. In some cases, certain actions can be more easily implemented than others. The Recommender System allows managers to “weigh” these actions and determine which ones would have a greater impact.