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Issue 2/ 2010, article 1

Authors: Halina Szulce, Bogumiła Sosnowska

Title: SIGNIFICANCE OF AND TOOLS FOR DEVELOPMENT OF CUSTOMER PORTFOLIO IN A LOGISTICS COMPANY

Keywords: customer life cycle, customer value, relations with customers, customer portfolio, customer identification and selection matrix

Abstract:

The aim of this paper is to present the essence and significance of an optimised customer portfolio for the effectiveness of business operations. This article shows that customer value is subject to differentiation and also points out that the development of a customer portfolio not only requires customer attractiveness factors to be taken into account, but also the significance of a given supplier for its customer to be considered. An identification and selection matrix is a popular method for the two-dimensional analysis of a customer portfolio. It involves specific customer segmentation, which is based on the significance of customers for the company. Such a company should have a portfolio consisting of customers falling into different matrix groups. Customer profitability analysis enables a business entity to manage its portfolio in an effective manner and using an available set of tools. The actual assessment of customer value and the company's significance for its customer usually protects business entities against losses related to investments in the customers of no significant importance to the company.

Full text available in in english in format: Adobe Acrobat pdf article nr 1 - pdf

Streszczenie w jezyku polskim Streszczenie w jezyku polskim.

Zusammenfassung in Deutsch Zusammenfassung in Deutsch.

For citation:

MLA Szulce, Halina, and Bogumiła Sosnowska. "Significance of and tools for development of customer portfolio in a logistics company." Logforum 6.2 (2010): 1.
APA Halina Szulce, Bogumiła Sosnowska (2010). Significance of and tools for development of customer portfolio in a logistics company. Logforum 6 (2), 1.
ISO 690 SZULCE, Halina, SOSNOWSKA, Bogumiła. Significance of and tools for development of customer portfolio in a logistics company. Logforum, 2010, 6.2: 1.
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