Case_In_Point_7th_Edition_Page001_183_2

Woat uerAentage oU fose o A rstom ers avandon toeir ac cor Ts faltoyetoern
leaviny rs ooldiny
f oe vag ?
– G ood question, but I don’t have the figure for that. Run some numbers for me. How much will we
be saving if we drop all 6 million customers?
We oave 6 m illion late-uayiny Astom r ers T ito average vills oU 9 0 d at$s F 2re.enres o oU F 9 i
m illionF 7 r aryins r m are Ad v n iA T o inys t r toe nr m er t doT T o fa little less toan 91 1 d illionF m
We need to ad d toe Aost oU AolleA ionF f pom e A rstom ers uay late d g v oU fe otim en otoers i g voU
f oe tim eF Het$s average it and Aall it i d v o F ipd v oU ? illion m A rstom ers is AF 0We F oave AF 0
m illion A rstom ers T o uay lateF We suend 9 d g iny f r-fo reAo.er toe m one- 5 at$s f o 91 b d illionF m
p o T e$ re losiny 9 8 g illion m a m onto yoiny after toose A rstom ersF
– So what do you suggest?
We Aan do a cor ule oU finysF o p ed o toe oiy o isL w r late uayersF jet neT Astom r ers vetterF
6 eErire toem fo oave a 6 0 0 redit c ratiny or vetterF part f A oaryiny a late Uee and yo after toe
A rstom er AolleA ions f e.er- f To m ontos instead oU e.er- monto F : e U do T toatn Te$ re suendiny
9 d g o yo f after 91 d 0 .
– That’s right.
2 y uoU e Aase3 6edr Ainy Aosts
Com ments3 p e o’ rst did alriy o f F e 2str o lent$s m ato Tas solidF p e oyot str A and L toe
inter.ieT er Aam e to toe resA ren t rsoe f didn$ f iAu
L ron u toe ointF p e oAam e r u ito T a deAent
list oU sr y estionsn y T iAo
o sooT ed soe listenedF ,lson soe did ’ov a good anal- ziny fe oseAond
A oartF : s f a $ oard A oartF : is f not T ell desiy Ted and it oas a lot oU inUorm ation on itF 7 entim U f esn
f oe inter.ieT ers T ill yi.e -or tadl- lesiy Ted A oarts to test -or r anal- iAal f sLillsF