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• catalog abstract ""Launched in 1995, Tesco Clubcard is the world's most successful retail loyalty scheme. Since then, Tesco has transformed its relationship with its customers. Today, it is not only the United Kingdom's number one retailer, but also the world's most successful Internet supermarket, one of Europe's fastest growing financial service companies and arguably one of the world's most successful exponents of Customer Relationship Management (CRM)." "Scoring Points is the dramatic, previously untold story of how Clubcard was conceived, launched and developed. Clive Humby and Terry Hunt, two major influences behind Tesco's spectacular transformation, and Tim Phillips, a leading business writer and broadcaster, bring us a compelling behind-the-scenes account of Clubcard: the successes, the failures and the invaluable lessons learnt."--Jacket.".
• catalog contributor b13140579.
• catalog contributor b13140580.
• catalog contributor b13140581.
• catalog created "2003.".
• catalog date "2003".
• catalog date "2003.".
• catalog dateCopyrighted "2003.".
• catalog description ""Launched in 1995, Tesco Clubcard is the world's most successful retail loyalty scheme. Since then, Tesco has transformed its relationship with its customers. Today, it is not only the United Kingdom's number one retailer, but also the world's most successful Internet supermarket, one of Europe's fastest growing financial service companies and arguably one of the world's most successful exponents of Customer Relationship Management (CRM)." "Scoring Points is the dramatic, previously untold story of how Clubcard was conceived, launched and developed. Clive Humby and Terry Hunt, two major influences behind Tesco's spectacular transformation, and Tim Phillips, a leading business writer and broadcaster, bring us a compelling behind-the-scenes account of Clubcard: the successes, the failures and the invaluable lessons learnt."--Jacket.".
• catalog description "1. Questions of loyalty -- In the beginning -- What is loyalty? -- The secrets of success -- Is customer loyalty genuine? -- 2. Making loyalty pay -- The economics of loyalty marketing -- Playing a zero sum game -- The foundations of a loyalty scheme -- Four loyalty 'currencies' -- Does a loyalty programme pay? -- 3. Clubcard on trial -- The trials -- Tesco and loyalty in history -- Project Omega -- The DNA of loyalty -- Rediscovering the customer -- 4. Because we can -- The national launch -- The need for speed -- Electronic Green Shield Stamps catch on -- What made the launch a success? -- 5. Every little helped -- The Clubcard effect -- The loyalty contract -- The first quarterly mailing -- Waiting for the zero sum effect -- Maintaining momentum -- 6. Data, lovely data -- Drinking from the fire hose -- Measuring customer loyalty -- The problems with data warehouses -- Making a warehouse work -- What Tesco learnt about data -- 7. Four Christmases a year -- ".
• catalog description "Includes bibliographical references and index.".
• catalog description "The Banana Man of Worcester -- To mail, or not to mail? -- Auditing the Clubcard statement -- Licensed to print money -- What Tesco learnt about mail -- 8. The quarterly me -- Clubcard Magazine -- Segmenting the magazine -- Keeping the magazine fresh -- 9. You are what you eat -- Five years of work -- Five problems for the data to solve -- The loyalty cube -- Discovering that you are what you eat -- Baskets become buckets -- Buckets become lifestyles -- 10. Lifestyles become habits -- Using all the data -- The rolling ball -- Shopping habits -- Big brother -- Segments at work -- 11. Launching a bank -- Clubcard Plus -- Outbanking the banks -- The bank of Tesco -- Sainsbury's bites back -- A new way of banking -- The Clubcard effect in a new business -- 12. Babies, beauty and wine -- Strengthening the bond -- The inner circle -- Baby Club -- Clubcard pizza -- What Tesco learnt about 'sub-clubs' -- 13. A bigger deal -- Partners for Clubcard -- Solo, shared and outsourced -- ".
• catalog description "The early Clubcard partnerships -- Clubcard deals -- Deals becomes freetime -- 14. From mouse to house -- 'It's our job to make home shopping work' -- Tesco on the Internet -- Real shoppers, real stores, real advantage -- The bubble that didn't burst -- How it's different online -- Becoming a non-food e-tailer -- How Clubcard helped Tesco.com -- 15. Five challenges for the future -- Ten years on -- Can Clubcard become a global scheme? -- Can Clubcard remain the most popular loyalty programme in the UK? -- Can Clubcard make promotions work better? -- Can Clubcard issue instant rewards? -- Can Clubcard help Tesco's suppliers? -- The customer contract renewed.".
• catalog extent "x, 276 p. :".
• catalog identifier "074943578X".
• catalog issued "2003".
• catalog issued "2003.".
• catalog language "eng".
• catalog publisher "London ; Sterling, VA : Kogan Page,".
• catalog spatial "Great Britain".
• catalog subject "658.8/12 22".
• catalog subject "Customer loyalty programs Case studies.".
• catalog subject "Customer loyalty programs Great Britain Case studies.".
• catalog subject "HF5415.525 .H85 2003".
• catalog subject "Tesco (Firm) History 20th century.".
• catalog tableOfContents "1. Questions of loyalty -- In the beginning -- What is loyalty? -- The secrets of success -- Is customer loyalty genuine? -- 2. Making loyalty pay -- The economics of loyalty marketing -- Playing a zero sum game -- The foundations of a loyalty scheme -- Four loyalty 'currencies' -- Does a loyalty programme pay? -- 3. Clubcard on trial -- The trials -- Tesco and loyalty in history -- Project Omega -- The DNA of loyalty -- Rediscovering the customer -- 4. Because we can -- The national launch -- The need for speed -- Electronic Green Shield Stamps catch on -- What made the launch a success? -- 5. Every little helped -- The Clubcard effect -- The loyalty contract -- The first quarterly mailing -- Waiting for the zero sum effect -- Maintaining momentum -- 6. Data, lovely data -- Drinking from the fire hose -- Measuring customer loyalty -- The problems with data warehouses -- Making a warehouse work -- What Tesco learnt about data -- 7. Four Christmases a year -- ".
• catalog tableOfContents "The Banana Man of Worcester -- To mail, or not to mail? -- Auditing the Clubcard statement -- Licensed to print money -- What Tesco learnt about mail -- 8. The quarterly me -- Clubcard Magazine -- Segmenting the magazine -- Keeping the magazine fresh -- 9. You are what you eat -- Five years of work -- Five problems for the data to solve -- The loyalty cube -- Discovering that you are what you eat -- Baskets become buckets -- Buckets become lifestyles -- 10. Lifestyles become habits -- Using all the data -- The rolling ball -- Shopping habits -- Big brother -- Segments at work -- 11. Launching a bank -- Clubcard Plus -- Outbanking the banks -- The bank of Tesco -- Sainsbury's bites back -- A new way of banking -- The Clubcard effect in a new business -- 12. Babies, beauty and wine -- Strengthening the bond -- The inner circle -- Baby Club -- Clubcard pizza -- What Tesco learnt about 'sub-clubs' -- 13. A bigger deal -- Partners for Clubcard -- Solo, shared and outsourced -- ".
• catalog tableOfContents "The early Clubcard partnerships -- Clubcard deals -- Deals becomes freetime -- 14. From mouse to house -- 'It's our job to make home shopping work' -- Tesco on the Internet -- Real shoppers, real stores, real advantage -- The bubble that didn't burst -- How it's different online -- Becoming a non-food e-tailer -- How Clubcard helped Tesco.com -- 15. Five challenges for the future -- Ten years on -- Can Clubcard become a global scheme? -- Can Clubcard remain the most popular loyalty programme in the UK? -- Can Clubcard make promotions work better? -- Can Clubcard issue instant rewards? -- Can Clubcard help Tesco's suppliers? -- The customer contract renewed.".
• catalog title "Scoring points : how Tesco is winning customer loyalty / Clive Humby & Terry Hunt, with Tim Phillips.".
• catalog type "Case studies. fast".
• catalog type "History. fast".
• catalog type "text".