Transcription of Customer Profitability Analysis - CIMA
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Customer Profitability Analysis - CIMA
CustomerProfitabilityAnalysisByMarc J. EpsteinMANAGEMENT ACCOUNTING GUIDELINEP ublished by The Society of Management Accountants of Canada, the AmericanInstitute of Certified Public Accountants and The Chartered Institute ofManagement 2000 by The Society of Management Accountants of Canada (CMA Canada), the American Institute of CertifiedPublic Accountants, Inc. (AICPA) and The Chartered Institute of Management Accountants (CIMA). All Rights part of this publication may be reproduced, stored in a retrieval system or transmitted, in any form or by any means, withoutthe prior written consent of the publisher or a licence from The Canadian Copyright Licensing Agency (Access Copyright).For an Access Copyright Licence, visit or call toll free to : 1-55302-141-XNOTICE TO READERSThe material contained in the Management Accounting Guideline Customer Profitability Analysis is designed to provide illustrativeinformation with respect to the subject matter covered.
strategy?” Harvard Business Review (November-December). First Union recognizes that not all customers are the same. Though cus-tomer satisfaction is important, the goal is to increase customer and cor-porate profitability. Customer prof-itability analysis is evolving as a basis for determining the level of service STRATEGY 3
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