TY  - BOOK
AU  - Charles Wilson
TI  - Profitable Customers: How to identify, develop and retain them
SN  -  	0749428252
SN  -  97807494
AV  - HF5415 .5
PY  - 1998///
CY  - London
PB  - Kogan Page, 
N1  - Includes index; Introduction  1
The customer base profit gap is widening  5
Is there a problem  37
Determining the value of the customer  41
Lock in core profit customers  55
Increasing income  79
Reduce the costs of interfacing with customers  111
Harness the technology  135
Fix unprofitable accounts  145
Manage the customer life stages  149
Make it happen  155
Preparing for the new era  165
Summary  169
Notes  173
Index  179
ER  -