We Don’t Have Unprofitable Customers, Just Unhappy Accidents

So imagine our surprise when we sit down to our first “joint” business review with our new “partners” after the big day and find out one of their best accounts is…. Customer profitability for distributors is driven by order size and margin rate, especially if everyone on the team is selling the same service and receiving the same commission plan. Just draw up a list of unprofitable customers and hit them with either a price increase or a new minimum order!

Source: jansanity.com