Measuring individual customer profitability. One-third of all customers in wholesale distribution are money losers when factoring cost to serve. Manufacturing companies suffer as well. Small orders, small accounts and high maintenance drain margins. Take the time to measure profitability with invoice data and cost data to set minimum margin thresholds. Target accounts below the minimum […]

Big data has received a lot of attention in the last several years. The idea is that large amounts of data are analyzed to deliver insights that drive business improvement. In many cases, analysis of big data has delivered insights that lead to better business decisions. But, what if you simply don’t have “big data” […]

Managing a business for maximum profit is no easy task. A wide range of profit drivers can change margins in an instant. And, profit leaks can drain margins faster than you can grow revenue. Your ability to control these factors determines your company’s financial success and its future. So, are you in control of profitability? […]

Most companies are flying blindfolded when it comes to controlling profitability. It’s not that they can’t measure profit margins. They know how the business is performing in terms of overall profit. They just don’t have visibility to the drivers that determine profitability. Profit is an outcome of a number of drivers that are constantly changing. Unless […]

Sales operations have historically been tasked with driving top line results. Today, the very best sales teams are boosting profitability and company value too.  Front line teams have access to the highest leveraged drivers to impact profit margins throughout their daily activities. Improving awareness of these drivers and their impact on margins alone can deliver […]