• Insight
     -  Dimitrios Matsoulis
    March 14, 2015

    People travel more than ever and the good news is that all forecasts show an explosion of future travel numbers for both business and leisure. Hotels theoretically have the wind in their sails. …

  • Insight
     -  Richard F.
    April 11, 2015

    Special orders can be a way to increase your average profit per order. However, if they push your regular business orders aside they can bring your long term profits down. You should only take them …

  • Insight
     -  Ramu I.
    January 31, 2015

    Contrary to popular belief, not every item sold needs to generate a profit. A loss leader is a deliberate pricing strategy in which a product is sold at a loss because it is priced below its market …

  • Case Study
     -  Richard F.
    December 13, 2014

    Sales territories, or the districts assigned to salespeople, are about as stable as magma in a volcano. Dividing turf in ways that intuitively make sense and implementing call rotations may once have …

  • Insight
     -  Jennifer H.
    June 16, 2014

    One of the most talked about challenges in business today is how to gain more market share. The more of the marketplace that is buying your product, the more profit you generate. There are dozens, if …

  • Insight
     -  Ramu I.
    June 20, 2015

    It is a fact of life that sometimes customers simply do not or cannot pay what they owe you. You need to make allowances for this or simply write off unpaid debts from time to time and maintain …

  • Insight
     -  Richard F.
    February 20, 2015

    Until quite recently, the only members businesses had were customers with accounts. Bookkeepers took care of making sure they paid their bills. For the rest, everybody assumed those customers would …