Do you know:

• Which 20% of your customers are unprofitable or marginally profitable?
• Which activities makes them unprofitable?
• If your marketing program is aimed at unprofitable customer segments?
• if your largest customers are really your biggest loses?

Do you have an Activity Based Costing system to answer these questions or are you 20 years behind and still using an inaccurate traditional allocation system?

• The Right Way to Manage Unprofitable Customers Vikas Mittal, Matthew Sarkees, Feisal Murshed Harvard Business Review Apr 2008
• Silo Busting: How to Execute on the Promise of Customer Focus Ranjay Gulati Harvard Business Review May 2007
• When Good Customers Are Bad by Remko Van Hoek and David Evans Harvard Business Review Sep 2005

Call John Antos or Jim Brimson at 972-980-7407 to find out how Customer Profitability analysis will help you understand and then take correct action to reach your goals.