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There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in a significant improvement to the bottom line. This special report examines ways distributors can overcome the challenges of selling to smaller customers to make these accounts a profitable part of their business.
Articles included in this special report:
Making Money with Small Customers
Cost-Effective Channel Alignment
Balancing Margin & Cost
Defeating the Profit Drag
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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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