Pricing the Forgettable Last Five Percent
By Dr. Albert D. Bates, President, Profit Planning Group Most distributors continue to lament the pervasive, and possibly increasing, pressures on gross margin percentages. Seemingly, price is outweighing almost every other factor in the competitive arsenal. At the same time, gross margin is one of the “big two” in increasing profits for distributors (the other being operating expenses). This creates ...
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