A profitable customer:

Who yields a lifetime revenue stream exceeding the amount spent on attracting, selling and serving

Customers

Products

Customer-Product Profitability Analysis

Activity-Based Costing

ABC cost estimation

Making Customer Support

Travel cost Gifts

Measuring Customer Lifetime Value

“...the net present value of the stream of future profits expected over the customer’s lifetime purchases.”

•Make Profitable Customer•Do Customer/Product Profitability Analysis•Activity-Based Cost Estimation•Measure Customer Lifetime Value

Created by Jay Shivani, ISM Dhanbad, during an internship by Prof. Sameer Mathur, IIM Lucknow.www.IIMInternship.com