S7CustomerProfitabilityAnalysis

S7CustomerProfitabilityAnalysis - Statement of Product...

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Statement of Product Manager Income* Statement of CRM Segment Manager Income Gross sales Gross sales Less: Less directly measured customer specific costs** Returns Customer returns Allowances and adjustments Customer credit cost, allowances/adjustments Net sales - Customer discounts Cost of goods shipped Customer ordering/shipping/delivery costs Cost of goods returned Customer direct selling costs Net cost of goods at std. cost Customer direct marketing/promotion costs Other production costs Customer after-sales service costs Direct cost of goods sold to customer Gross margin - Gross Margin - Less: Less: Advertising and promotion Marketing, sales, service fixed costs Consumer media Advertising and promotion Trade and consumer promotion Consumer media Professional advert./promotion Trade marketing and promotion Web-site maintenance Delivery Other sales support program costs Discounts Functional administration and overhead Market research Advertising Marketing Product manager income - Sales Other marketing costs Service and customer support Field selling Performance system control measurement Shipping Market research Advertising administration Other marketing overhead costs Marketing administration Total marketing fixed costs - Sales administartion Sales/marketing systems Customer service Customer service systems Total other marketing costs - Nonmarketing expenses Nonmarketing expenses Research Research General administration General administration Other expense Other expense Other income Other income Total nonmarketing expense - Total nonmarketing expense - Operating contribution Operating contribution
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Capital charge Capital charge Profit contribution Profit contribution
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Customer Profitability Analysis Product contribution is product price minus product variable cost. To calculate customer contribution you identify all of the products and services a customer has purchased in
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This note was uploaded on 04/11/2011 for the course MRKT 3023 taught by Professor Biritella during the Spring '11 term at FIU.

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S7CustomerProfitabilityAnalysis - Statement of Product...

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