October 17, 2013

Hunting for Cash: Analyzing Customer Profitability

Presented by Jason Bader, The Distribution Team


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Are all customers created equal?  Isn’t that what we teach our customer service people?  If we asked our people to list the top 10 customers, how would they rank them?  If we asked them to list the top 10 most profitable customers, would we receive the same list?  In many organizations, the people that work with us and for us equate our largest customers with our most profitable.   During this session, participants will learn how to rank their customers based on contribution to net profit.  By understanding which customers contribute to our overall profitability, we can allocate our value added resources to those folks who help us grow.  Conversely, we can begin to reduce services to those customers who make us jump through hoops, drive down prices and continually pay slow.  Distributors have a finite amount of money to invest in service.  Let’s make sure that we are investing in the right customers. 

Key Points:

  1. Develop an understanding of basic cost to serve
  2. Use reporting to rank customers by contribution to net profit
  3. Determine ways to minimize cost in low profit contributors
  4. Develop strategies to sell deeper into high profit contributors
  5. Strategically improve gross margins across the board


About our Speaker:

Jason BaderJason Bader is the managing partner of The Distribution Team, specializing in providing strategic business coaching, inventory management training and technology utilization to the wholesale distribution industry.  Jason brings over 20 years of experience working in the distribution field.  He has overseen various operational teams, managed small and large facilities, and served in an executive management capacity for the last 10 years of his distribution career. 

Jason is a regular speaker at distribution industry events and he is a featured contributor to several trade publications, such as The Wholesaler, Construction Supply, Industrial Supply and Today’s Electrical Distributor. 


This TeleCONNECT seminar is $30 per location for NAHAD Members or $95 for Non-Members.
Access: The access information you will receive is only good for one phone line and one web screen. If you are planning for multiple people at your location to view this e-seminar, they must all view one screen and use speakerphone for the audio. To use more than one phone line and web screen, you will need to register based on the number of phone lines/web screens you will need for your audience.


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