The 5 Essentials for Improving Profitability – MDM Spotlight
#3: Maintain Adequate, but not Excessive Sales Growth
In this short video, Dr. Al Bates, Principal in the research group Distribution Performance Project, explains why distributors who take on these 5 essential practices find themselves in the top 10% of profitable distributors.
Number 3 in the list is a bit of a contradiction to the previous 2. Dr. Bates is suggesting now that you must maintain adequate sales growth. The reality is, you can not make sales and expenses and gross margin work together if we don’t get the sales to grow at least a little bit.