Question 1
Two calculations can be made to measure customer profitability: customer net profit and customer profit margin.a. | What is the formula for customer net profit? |
b. | What is the formula for customer profit margin? |
Question 2
It may appear that all unprofitable customers should be dropped. However, before any action is taken, managers should evaluate all the implications of the action for the affected customer, for other customers, and for the company.a. | Explain three implications for the affected customer. |
b. | Explain three implications for other customers. |
c. | Explain three implications for the company. |
Answer 1
a. | Customer net profit = Customer revenues - Cost of goods sold - Allocated selling |
b. | Customer profit margin = Customer net profit รท Customer revenues |
Answer 2
Answers will vary. Some examples include:a. | If an unprofitable customer takes initiative to become profitable, the actions may |
b. | The effect on other customers may be negative or positive. For example, if an |
c. | If the company drops an unprofitable customer, the effect on the company may be that |