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What Should You Lose to Acquire a Customer?  Jun 26, 2006 8:30 PM By Tony Cox

Almost every cataloger loses money acquiring customers, and makes money mailing to customers. So it

How to Interpret Contribution Analysis Data  Jun 19, 2006 9:25 PM By Tony Cox

One of the first steps in a contribution analysis is to combine information from your profit and loss statement with the end-of-season key code report you run from your mail order processing system. The number you need to derive from your P&L is what is commonly called the contribution margin (contribution to overhead or fixed operating expenses and profit).

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