Fixed Revenue Accounting: A New Management Accounting Framework

Accounting, Management Accounting, Management Control Systems, Revenue Management


Authors : Kenichi Suzuki (Meiji University, Japan) and Bruce Gurd (University of South Australia, Australia)

Publisher : World Scientific

ISBN : 978-981-3237-25-4

"The logic that flows through the theory of Fixed Revenue Accounting (FRA) by Professor Kenichi Suzuki is simple. If companies have many fixed customers, then this results in companies being able to continue their business even when an economic crisis occurs. In my opinion, that is the key essence of FRA. The authors' work will provide readers with a deep understanding of the usefulness of FRA. In particular, the authors share the important points: acquiring and retaining fixed customers are useful for both the stability of financial performance and increasing the number of highly satisfied customers."
--Hermawan Kartajaya
Founder & Executive Chairman
MarkPlus, Inc.
This book is the first in the management accounting framework literature to provide readers with insights on how to manage revenue and profit models by developing relationships with customers. The Principal Editor, Professor Kenichi Suzuki, is the founding father of Fixed Revenue Accounting (FRA) and his inputs offer invaluable insights on how businesses can increase revenue and adopt preventative measures to deal with the fluctuations in the economy.

FRA is a new management accounting tool that evaluates and manages the impacts of fixed customers on a company's financial health. 'Fixed customers' refer to frequent or regular customers who are expected to repeat their purchases. Their repeated purchases produce stability of revenue which in turn creates a stable profit environment and certainty. The profitability and stability generated by fixed customers can be utilized for strategic management, planning, and decision making to encourage investment for future growth.

This book provides a deep understanding of the usefulness of the new management accounting tool, and covers both the introduction of the concept of FRA and accompanying case studies in the contexts of Japanese manufacturing and service companies adopting the FRA model by examining profitability, stability, and growth analysis.
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"The logic that flows through the theory of Fixed Revenue Accounting (FRA) by Professor Kenichi Suzuki is simple. If companies have many fixed customers, then this results in companies being able to continue their business even when an economic crisis occurs. In my opinion, that is the key essence of FRA. The authors' work will provide readers with a deep understanding of the usefulness of FRA. In particular, the authors share the important points: acquiring and retaining fixed customers are useful for both the stability of financial performance and increasing the number of highly satisfied customers."
--Hermawan Kartajaya
Founder & Executive Chairman
MarkPlus, Inc.

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