A multinational company needs to improve the system of value to determine the profitability of individual customer orders. Its strategy is to have a significant growth in sales and profitability without additional administrative and support people. The new system assesses the value of the charge to each customer order has been received and an additional charge if ordered not normally stocked. The goal is to direct sales resources on the most profitable customers. Those who buy standard products in large quantities predictable requires minimal technical resources "Hide
by Robert S. Kaplan Source: HBS Premier Case Collection 13 pages. Publication Date: July 27, 1989. Prod. #: 190002-PDF-ENG
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