Fire the Customer! Again!

Yet another impassioned article in Industrial Distribution Magazine on how to identify and analyze customer margins. The author once feels that once again if the margin is not adequate to support a continued business operation then the distributor is actually best off firing the customer. This "we are in charge" bravado is getting old. 

Now I understand there are some less than desirable customers out there and they may be a margin drain. Then adjust your prices accordingly. Or decline to do things that you know will not result in any future business. Just say no. Trust me, they'll get the message. Business relationships change all of the time, on both sides of the desk.

A little less theater and a bit more reality. Please!

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