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Use & Abuse of Customer Profitability Analytics

Distributors are increasingly aware of the need to understand customer profitability, and more tools are available than ever before to help with this process. This article examines how to deploy profitability tools and how to avoid making critical business mistakes in the process.This is the first article in a three-part series on customer profitability analytics.

This article includes:

  • Explanation of activity-based costing
  • Sources of material inaccuracy
  • Accurately measuring selling costs

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  • MDM Interview: Redefining Competitive Advantage
  • Tackling the Profitability Yo-Yo
  • Commentary: Analyzing Analytics

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