Also from Ben Ball...
Dechert-Hampe & Company
Sale Force of the Future - 2012
Survey Results - February - 2012 (pdf)
October 15, 2012
There are many specific measures employed to gauge business success. While these are certainly appropriate to be tracked, they do not give as accurate a picture of future success if they are not balanced by a measure known as customer equity. With greater access to shopper data, is the retail industry closer to getting an accurate read on customer equity? [more...]
Doc makes an excellent point.
Customers OWN equity.
Retailers (or brand owners, or vendors) EARN equity.