Articles
Customer profitability and pricing, in plain terms.
Short, practical reads for finance and sales leaders.
Paying sales reps on profit, not volume
When reps are paid on revenue, they chase the deals that grow revenue, including the ones that lose money. Paying on profit changes which deals they want.
Read the articleShould you charge a minimum order fee?
Small orders cost almost as much to handle as big ones. A minimum order fee can turn that cost into revenue, if you set it with care.
Read the articlePrice realization: where your price leaks before it reaches the bank
The price on your list is rarely the price you keep. Discounts, rebates, free extras and slow payment all chip away at it, customer by customer.
Read the articleHow to find your unprofitable customers
Gross margin by customer looks reassuring. The customers that quietly cost you money only show up once you count what it takes to serve them.
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