Can Distributors Get Out of the Profit Rut?

The Wholesale Change Show · May 2, 2022 · 47m

Profitability expert Dr. Al Bates joined us on the Wholesale Change show to talk about why distributors are stuck in a profitability “rut” and how they can escape. Al identified the three action steps distributors can take to improve profitability and explained why sales compensation practices, supplier “special deals” and ongoing price increases are contributing to the problem. Unlike some consultants who specialize in profitability, Al believes distributors should fire customers only in very rare cases. “I’m not anti-sales,” Bates likes to say, “I just want profitable sales.” Al also…