“Shoot some dumb customers” is a term I have often used during sales seminars when the topic of customer equality and the cost of doing business with specific, usually smaller accounts centers on the question “Are we really making any money on these accounts?”
Understanding the art of negotiating will take you places.
September 1, 2012
It is often said profit is made on the buy side of the equation in
That is a true statement. However, it only holds true if you are disciplined
enough not to give that profit advantage away during the quoting and pricing
Retiring Ferguson CEO Frank Roach and his successor Kevin Murphy talk about the seamless leadership transition, the company’s future and views on the current marketplace. Read more stories in 2017 May Issue.