Category Archives: Selling for Profit

Profit-based Segmentation, Omnichannel Retailing, and Same-day Deliveries

Recently a friend, who is editor of a leading business publication, sent me this note: Another question for you. How valuable do you think segmentation is for omnichannel retailers?  Should every retailer do this type of analysis before deciding whether … read on

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How to Win a Price War

Price war! How can you win without destroying your own profitability? Fire a bigger weapon? Outlast your competitors? Any way you look at it, a price war is the ultimate in self-destructive, lose-lose behavior – but it is one of … read on

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May 10 Webcast – Selling for Profit: Turbocharge Your Profit Growth Through Market Development and Sales Management

I will be presenting a live webcast, “Selling for Profit: Turbocharge Your Profit Growth Through Market Development and Sales Management”, on Thursday, May 10 from noon to 1 p.m. EDT, offered by Modern Distribution Management. There is no charge for … read on

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Interview with BAI Banking Strategies – Profiting from Customer Intimacy

I was recently interviewed by Kenneth Cline, editor of BAI Banking Strategies, on profiting from customer intimacy. Here is a link to the article: http://www.bai.org/bankingstrategies/strategy/management-issues/profiting-from-customer-intimacy. I hope you find it helpful.

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Turbocharge Your Value Proposition

A few months ago, I met with the management team of a medium-sized company having sales problems. The company was in a commodity business, and the sales reps were stuck trying to sell to low-level, price-oriented purchasing personnel in the … read on

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Demand Management Disney Style

Many companies simply assume the seemingly obvious proposition that, to put it simply, demand is demand and their responsibility is to gear their operations to meet that demand. Certainly, most managers utilize advertising and specials to create demand and promote … read on

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