The 2020 Mid-Year Economic Update_long

November 10 2014

Tribute to Stu Mechlin & Defeating the Small Customer Profit Drag

Volume:

44

Issue:

21

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Features

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

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:

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

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'
PDF Download

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

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:

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

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'