Customer profitability analytics are an effective way to drive improvements in gross and net margins. This article looks at how distributors can apply the information they have uncovered to improving profitability. Part 1 of this series covered the basic concepts behind customer and transactional cost analysis and presented some key limitations.
This article includes:
- Profit Improvement Plans
- Pricing Optimization
- Services and Channel Alignment
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- Use & Abuse of Customer Profitability Analytics
- Tackling the Profitability Yo-Yo
- Commentary: Analyzing Analytics
