This article examines ways distributors can use net profit or net before compensation to segment their markets and target new customer acquisition efforts. The authors argue that this approach will be more lucrative and ultimately easier to implement and less resource-intensive than other methods, including Activity Based Costing.
This article includes:
- Why net profit or net before compensation (NBC) is a more accurate metric
- How to measure customer success
- How to use NBC to target sweet spots for customer acquisition
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