Profitable Customers

Intended as far more than another "customer care" book, this text is designed to help suppliers improve the way they manage their customer base, to defend and build sales, enhance margins,and reduce the cost of serving the customer. The overall message of the book is that by actively managing the customer base, companies can ensure that most attention and service is given to customers who are making a contribution to the company's profit margins, by identifying which are the profitable and unprofitable customers, and developing the relationships accordingly.