Scoring Points: How Tesco Continues to Win Customer Loyalty and over one million other books are available for Amazon Kindle. Learn more
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

Scoring Points: How Tesco Continues to Win Customer Loyalty Hardcover – February 1, 2007


See all 3 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Hardcover
"Please retry"
$25.50 $6.10

NO_CONTENT_IN_FEATURE
NO_CONTENT_IN_FEATURE

Product Details

  • Hardcover: 294 pages
  • Publisher: Kogan Page; 2nd edition (February 1, 2007)
  • Language: English
  • ISBN-10: 0749447524
  • ISBN-13: 978-0749447526
  • Product Dimensions: 1 x 6.2 x 9.3 inches
  • Shipping Weight: 1.5 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #1,244,738 in Books (See Top 100 in Books)

Editorial Reviews

Review

""This is the future of marketing. Read it and profit."" -- Professor Don Schultz, Northwestern University

About the Author

Clive Humby is the chief information architect behind Tesco Customer Management and its segmentation program and co-founder of leading marketing analysts dunnhumby. He is Visiting Professor, Integrated Marketing, at Northwestern University, Chicago and Industrial Fellow at Kingston University and co-author of Scoring Points, also published by Kogan Page.


Terry Hunt is chairman of EHS Brann, one of the largest direct marketing agencies in the world. His clients include Tesco, British Gas, The Economist, Cadbury's, National Savings, and Barclays.



Tim Phillips has been a journalist for 20 years. He has written for publications such as The Wall Street Journal Europe and The Sunday Times. He writes the popular blog ""Talk Normal"" in an effort to combat the poor communication and corporate jargon in the workplace. He is the author of Knockoff and Fit to Bust and co-author of Scoring Points, all published by Kogan Page.


More About the Authors

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

4.8 out of 5 stars
5 star
4
4 star
1
3 star
0
2 star
0
1 star
0
See all 5 customer reviews
Share your thoughts with other customers

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By Rebecca Clement on July 9, 2009
Format: Paperback
Customer loyalty programs come and go, because they are typically very labor and cost intensive. However, one such program that can't be ignored is the phenomenal success secured by the Tesco Clubcard program. Authors of the book - "Scoring Points" - have done a superb job of creating an in depth case study of UK-based grocery chain Tesco. Prior to the launch of its Clubcard in 1995, Tesco was one of three chains jockeying for mindshare and wallet share among consumers. According to the authors, that changed with the Tesco Clubcard program which transformed the sleepy grocer into the world's most successful online supermarket. Soundview likes this book because it shows Tesco's progression and maturity regarding customer relations, and its transformation can be duplicated by virtually any organization willing to make the commitment. Additionally, the insight into customer habits and motivation gleaned from such loyalty programs can more than pay for themselves in greater repeat business and new sales. A little loyalty goes a long way.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
3 of 3 people found the following review helpful By Gustavas Jankauskas on February 5, 2010
Format: Paperback Verified Purchase
Tesco's loyalty program "Clubcard" is recognised as by far the most succesful system of this kind in the world.
This book allows us to get deep into this topic, understand the loyalty schemes used and possible, as well as discusses the value of loyalty programs themselves.
I found this book of a high value, thus would recommend it to all retailers as well as suppliers, who want to understand their partners better as well as to find ways for partnership of a higher added value.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Mandy Good on February 12, 2013
Format: Kindle Edition Verified Purchase
Excellent book, Easy to read and well laid out. A fascinating insight into an innovating concept by a major UK retailer.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Vitek Filip on September 13, 2011
Format: Paperback Verified Purchase
Given the fact that book is out for quite a long time and has not appeared in any major listing, let me label it a hidden pearl of CRM expertise. Book depicts how Clubcard, ultimate Tesco (retail) loyalty scheme, has been launched and later upgraded. The story, itself, is not the key essence of the book, but it reveals the principles of loyalty card establishment, including do's and dont's. If you work in CRM (even if loyalty program is not your responsibility), I strongly suggest you read this excellent piece.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
0 of 7 people found the following review helpful By Levent Gülenay on October 18, 2008
Format: Paperback
thanks for early delivery before estimated date. Book is excellent but I would wish more pictures and shapes in it. Only written examples given.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Customer Images

Search