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Chapter 1: How Database Marketing Works
Table 1-1 Effect of 5 Percent Increase in the Retention Rate
Table 1-2 Risk/Revenue Matrix
Table 1-3 Price Offers
Chapter 2: The Mirage of CRM
Table 2-1 Warehouse Cost
Table 2-2 Database Cost
Table 2-3 Comparison
Table 2-4 Net Profit
Table 2-5 Life Insurance Net Present Value
Table 2-6: New NPV
Table 2-7 Gains from 5 Percent Increase
Chapter 3: Selling on the Web
Table 3-1 Monthly Value of a Commercial Consumer Web Site
Chapter 4: Computing Lifetime Value
Table 4-1: Changes in Ownership over the Years
Table 4-2: Adjusted Repurchase Rates
Table 4-3: Final Repurchase Rates
Table 4-4: Lifetime Value
Table 4-5: Discount Rate Conversions
Table 4-6: Lifetime Value after Retention Programs
Table 4-7: LTV Gain
Table 4-8: Car Leasing LTV
Table 4-9: Improved Lease LTV
Table 4-10: Lease LTV Gain
Table 4-11: New-Car Purchases by Used-Car Owners
Table 4-12: LTV of Used-Car Owners
Table 4-13: Next Best Product
Chapter 5: The Value of a Name
Table 5-1 Chicago Home Buyers
Table 5-2 CD Buyers
Table 5-3 Sales by Medium
Table 5-4 Two Methods of Contact
Table 5-5 Value of a Name
Table 5-6 Lifetime Value for Wardchem
Table 5-7 Discount Rate Calculation
Table 5-8 Revised Lifetime Value
Table 5-9 Gains through Retention-Building Activities
Table 5-10 Annual Email Name Value
Table 5-11 Profit per Name from Regular Promotions
Table 5-12: Profit per Name from Low-Cost Item Promotion
Table 5-13 Profit per Name from Last-Minute Special
Table 5-14 Control LTV for Women’s Dress Chain Customers
Table 5-15 Improved LTV through Retention Messages
Table 5-16 Gains through Retention
Table 5-17 Name Value from Retention Messages
Table 5-18 Name Value from Follow-Up
Table 5-19 Name Value from Viral Marketing
Table 5-20 Name Value from Newsletters
Table 5-21 Value of Name Rental
Table 5-22 Total Name Value
Chapter 6: The Power of Communications
Table 6-1: Cost per Response: Email vs. Direct Mail
Table 6-2: Stride Rite Results
Chapter 7: Customer Response
Table 7-1 Comparative Media Results
Table 7-2 Card Response
Table 7-3 Cost per Registrant
Table 7-4 Responses from an Unknown Source
Table 7-5 Trucks Sold
Table 7-6 Overall Truck Promotion Results
Chapter 8: Marketing to Customer Segments
Table 8-1 Quadrant Marketing
Table 8-2 Testing Segment Promotions
Table 8-3 Age Segment Promotion
Chapter 9: Helping Business Customers to Become Profitable
Table 9-1 Sales by SIC Groups
Table 9-2 Customer Companies by Number of Employees
Table 9-3 Average Sales by Product Type
Table 9-4 Next Best Product for XYZ Company
Table 9-5 Ranking of Sales within a Territory
Table 9-6 What the Top Three Customers Buy
Table 9-7 Top Products of Prospect Companies
Table 9-8 Base LTV
Table 9-9 Annual Costs of VMI Software
Table 9-10 Improved LTV
Table 9-11 Profit Gain with New System
Chapter 10: Customer Management
Table 10-1 Warehouse Costs
Table 10-2 Increased Profits from Complete Data Warehouse
Table 10-3 Increased Profits from Data Mart
Table 10-4 Warehouse Costs
Table 10-5 Risk/Revenue Analysis
Table 10-6 Increased Return
Table 10-7 LTV before Loyalty Program
Table 10-8 LTV with Loyalty Program
Table 10-9 Gain in LTV from Loyalty Program
Table 10-10 Prospect Report
Table 10-11 Lotto Results
Table 10-12 Segment Performance during the Second Year
Chapter 11: Letting Them Come behind the Counter
Table 11-1 One-Time Costs
Table 11-2 Yearly Costs
Table 11-3 Base LTV
Table 11-4 Improved LTV with New System
Table 11-5 Gain from Changes
Chapter 12: Can Database Marketing Work for Catalogers?
Table 12-1 LTV of Catalog First-Time Buyers
Table 12-2 Improved LTV with Web Site Software
Table 12-3 Gains from Software Improvements
Table 12-4 Market Penetration
Table 12-5 First-Year Results
Table 12-6 One-Time Setup Costs
Table 12-7 Profit from Email Marketing, Year 2
Table 12-8 Second-Year Results
Chapter 13: Finding Loyal Customers
Table 13-1 Penetration Analysis
Table 13-2 Results before Using Cluster Selection
Table 13-3 Results after Using Cluster Selection
Table 13-4 Selling to Segments
Table 13-5 Regular-Customer LTV
Table 13-6 Referred-Customer LTV
Chapter 14: Profile Marketing
Table 14-1 Return on Promotion
Table 14-2 Cost per Survey by Mail
Table 14-3 Cost per Survey by Email
Table 14-4 Results of a Survey
Table 14-5 Cost of a Survey
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The Customer Loyalty Solution : What Works (and What Doesnt) in Customer Loyalty Programs
ISBN: 0071363661
EAN: 2147483647
Year: 2002
Pages: 226
Authors:
Arthur Middleton Hughes
BUY ON AMAZON
Image Processing with LabVIEW and IMAQ Vision
Image Acquisition
Frame Grabbing
Image Processing
Morphology Functions
Image Focus Quality
Postfix: The Definitive Guide
Introduction
SASL Authentication
SASL Overview
Postfix and SASL
C.1. Obtaining Postfix
Making Sense of Change Management: A Complete Guide to the Models, Tools and Techniques of Organizational Change
Part I - The Underpinning Theory
Individual change
Team change
Cultural change
IT-based process change
Microsoft VBScript Professional Projects
Arrays
Project Case Study Desktop Customization and Deployment
Customizing the Start Menu and Quick Launch Toolbar
Scheduling Script Execution
Appendix A Windows XP Command Reference
Web Systems Design and Online Consumer Behavior
Chapter II Information Search on the Internet: A Causal Model
Chapter V Consumer Complaint Behavior in the Online Environment
Chapter XI User Satisfaction with Web Portals: An Empirical Study
Chapter XIII Shopping Agent Web Sites: A Comparative Shopping Environment
Chapter XVI Turning Web Surfers into Loyal Customers: Cognitive Lock-In Through Interface Design and Web Site Usability
Programming .Net Windows Applications
The Drawing Namespace
Editable Text Controls: TextBoxBase
Other Basic Controls
Up-Down Controls
Creating Custom Controls from Scratch
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