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MDM Special Report: Making Money with Small Customers

$119.95

Product Details

Pages: 13 (PDF Report)
Articles: 4


  • This report is free to MDM Premium subscribers. Simply log-in here to access and download this series of articles in PDF format.
     
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Articles in this report include:

Making Money with Small Customers - Jonathan Bein
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 article includes:

  • Three approaches for increasing revenue and margin while reducing cost with smaller customers
  • How to identify greater opportunity with existing customers
  • How to improve pricing strategy with small customers

Cost-Effective Channel Alignment - Jonathan Bein
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. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.

This article includes:

  • How the multichannel approach benefits “house accounts”
  • The role of inside sales
  • Why e-commerce and direct marketing should play a significant role in the realignment

Balancing Margin & Cost - Jonathan Bein and Randy MacLean
Predicting profitability of an order by measuring average margin is ineffective. Averages are susceptible to outliers and rarely represent the true value of any individual measure within the set. In this article, the authors examine flaws in conventional thinking about margin and provide practical ways to better manage small orders.

This article includes:

  • Common misconceptions about how to measure customer profitability
  • Better ways to measure the impact of small orders
  • Tips for how to improve profit from small customers

Defeating the Profit Drag - David S Bauders
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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