Worth Reading: “More to the Bottom Line” by Brent Grover
The author points out that the median performance rate of return for wholesalers has deteriorated to the point that it can no longer sustain a healthy growth rate, and that the only acceptable position for sustainable success is to get into the top quartile profit performers. Getting into that quartile is driven by gathering and acting intelligently upon customer profitability information. From there, Grover moves on to protecting the highly profitable customers, eliminating losses from the least profitable customers, strengthening one's value proposition, and building a customer-centric rather than a product and supply dominated organization.
If you have been looking for a tool that helps you address customer profitability, you can't afford to miss this book! You can order a copy directly from NAW at http://www.naw.org/. Remember, as a member of ASA you get an affiliated association discount.