Why customers are not the same.
Too often we see examples where companies don't see a single customer they don't like. Of course they like their customers, but they rarely represent the same value but yet key strategic decisions get made assuming many are one and the same. Companies that understand how everything from Tier 1 discounts, Invoice discounts, Product Costs, to Cost-to-Serve enable a company to surgically achieve greater profits and revenue growth. Sales volume alone is not the only performance lever to be managed aggressively. Customer profitability also should be managed strategically. To successfully execute a complex strategy like this requires strong cross-functional strategic alignment and execution. If this is something your business might need help with, reach out to us and we'll see if we can help.