November 10, 2014 - Modern Distribution Management

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November 10, 2014

Making Money with Small Customers: Defeating the Profit Drag

Leave a Comment / Sales & Marketing, Strategy, Management, Subscriber Only /

While small customers present significant challenges for many distributors, implementing changes to how they are served can eliminate the profit drag created by them. This article examines the challenges and provides practical steps for mitigating the profit challenge of small customers.

This article includes:

  • Why small customers are often viewed as a challenge
  • The myth of "growth potential"
  • How to overcome the profit drag

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Balancing Margin & Cost
  • Cost-Effective Channel Management
  • The Changing Role of the Distributor

Making Money with Small Customers: Defeating the Profit Drag Read More »

MDM Interview: Need for Innovation in Disruptive Times

Leave a Comment / Top Distributor Sectors, Subscriber Only, Strategy, Management /

Today’s business world is filled with volatility, uncertainty, complexity and ambiguity. Distributors that don’t change may find themselves unable to compete in the new environment, according to Dirk Beveridge, author of Innovate!: How Successful Distributors Lead Change in Disruptive Times.

This article includes:

  • Why innovation is more important now than ever before
  • Why innovation can be a challenge
  • The goals behind innovation

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • 7 Key Investments to Grow Online Revenue
  • How Leaders Can Drive Company Culture
  • Operations as a 'Lever for Innovation'

MDM Interview: Need for Innovation in Disruptive Times Read More »

Download this Issue in PDF: November 10, 2014

Leave a Comment / Full Issue PDF, Subscriber Only /

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Making Money with Small Customers: Defeating the Profit Drag
  • Commentary: Tribute to Stu Mechlin
  • MDM Interview: Need for Innovation in Disruptive Times
  • M&A Market Poised to Flourish
  • News Digest

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Download this Issue in PDF: November 10, 2014 Read More »

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