Sales people must dread account reviews with professional buyers and understandably so. If it is not the bluster to downsize sales volume because of quality or delivery issues then it…
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Last fall, the leaders of a mid-sized company were rather worried about an unusually aggressive competitive promotion. After analyzing their competitors ‘past promotions along with the company’s own volume and…
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Value-based pricing is accepted as the ideal scenario yet few companies have put it in practice. Most companies struggle with cost-plus pricing which simply requires charging a set margin over incurred costs.…
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Protecting profits through inventory management is being mentioned on quarterly earnings calls whether the company is Xerox Corporation or Joann Fabrics. The article, Ecolab: Fewer Products Greater Profits, is fairly representative of the manufacturing…
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In times of distress, it is natural to seek inspiration to reclaim a positive mental state. While the current economic woes are real, it is optimism that fuels the determination…
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