Margin structure · The contribution analysis · Element
The response
What is being done about the tail — reprice, re-serve, or exit.
The part
What it is
Repricing is the first option and the least attempted. Many loss-making customers accept a price increase, and those that do not have answered the question.
Re-serving — moving a customer to a cheaper channel or a self-service tier — frequently saves the relationship and the margin at once.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
Response
Reprice, re-serve, exit or accept — accepting is legitimate when the customer serves another purpose.
Choice shared type