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When to Drop an Unprofitable Customer (HBR Case Study and Commentary)
Kaplan, Robert S.Article HBS-R1204L-EFinanceWhat do you do if one of your largest and oldest customers is now one of your most unprofitable? That's the dilemma faced by Tommy Bamford, director of the fictional UK-based interior fixtures manufacturer Egan & Sons. Activity-based costing analysis reveals that Westmid Builders, a long-standing client of Egan's, has become a big drag on the bottom line. But Jane Oldenburg, a regional sales manager for Egan who has deep ties with the Westmid acc...Starting at €8.20
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When to Drop an Unprofitable Customer (Commentary for HBR Case Study)
Kaplan, Robert S.Article HBS-R1204Z-EFinanceWhat do you do if one of your largest and oldest customers is now one of your most unprofitable? That's the dilemma faced by Tommy Bamford, director of the fictional UK-based interior fixtures manufacturer Egan & Sons. Activity-based costing analysis reveals that Westmid Builders, a long-standing client of Egan's, has become a big drag on the bottom line. But Jane Oldenburg, a regional sales manager for Egan who has deep ties with the Westmid acc...Starting at €8.20
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Elkay Plumbing Products Division
Kaplan, Robert S.Case HBS-110007-EFinanceThe vice president of sales learns that the most profitable 1% of the division's customers generate 100% of profits, and that two of the division's largest customers lose 50% of profits. The division has just finished a project to install a time-driven acStarting at €8.20
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Elkay Plumbing Products Division, Teaching Note
Kaplan, Robert S.Teaching Note HBS-110089-EFinanceTeaching Note for 110007.Starting at €0.00
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Schon Klinik: Measuring Cost and Value
Kaplan, Robert S.; Witkowski, Mary L.; Hohman, Jessica A.Case HBS-112085-EFinanceThe case illustrates how a leading German hospital group has invested deeply in the measurement of patient-level outcomes and costs, the foundations of a health care value framework. The company launches a pilot project to use time-driven activity-based costing (TDABC) for measuring the cost of total knee replacements. The costing project complements an existing initiative for comprehensive outcomes measurement. The combination of accurate measur...Starting at €8.20
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Elkay Plumbing Products Division (Spanish version)
Kaplan, Robert S.Case HBS-114S06FinanceThe vice president of sales learns that the most profitable 1% of the division's customers generate 100% of profits, and that two of the division's largest customers lose 50% of profits. The division has just finished a project to install a time-driven activity-based cost system that traces costs directly to the processes used to produce, sell and deliver a wide variety of stainless steel sinks to a diverse customer base. Given the division's hig...Starting at €8.20
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When to Drop an Unprofitable Customer (HBR Case Study)
Kaplan, Robert S.Article HBS-R1204X-EFinanceWhat do you do if one of your largest and oldest customers is now one of your most unprofitable? That's the dilemma faced by Tommy Bamford, director of the fictional UK-based interior fixtures manufacturer Egan & Sons. Activity-based costing analysis reveals that Westmid Builders, a long-standing client of Egan's, has become a big drag on the bottom line. But Jane Oldenburg, a regional sales manager for Egan who has deep ties with the Westmid acc...Starting at €8.20