Financial Performance & Pricing
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Making Money with Small Customers: Defeating the Profit Drag
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from serving all of them.
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Four Marketing Moves to Increase Profit
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization, lean production, and others. These practices, though not universally deployed among distributors, have created tangible efficiencies that manifest at the bottom line. While there is still more benefit to be realized…
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The 3 Elements of Building a Profit-Driven Management Team
Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent distribution acquirers – and they will tell you that human capital – leadership and management – is a key factor to consider in any investment opportunity.
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Segmentation by Net Profit for Customer Acquisition
Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets is one of the keys to successful new customer acquisition.