March 19, 2019

Once you are headed for $5 million in annual sales, you’ll have opportunities and the resources to grow your business by acquiring smaller distributors that are typically selling under $1 million.

The Challenge for Small Distributors

Most of us started there – doing it...

January 15, 2019

Many larger distributors are having success with different sales structures that result in higher growth rates and lower total sales compensation costs, which means more profit and increased equity. Once you are headed past the $3 million mark, it might be worth thinki...

December 18, 2018

Most distributors make lots of profit on their large orders, but then give over half their profit back on the small orders. If you are happy with your company sales dollars but frustrated by your low company profit, analyzing your orders might provide you with the info...

December 4, 2018

Reducing your fixed overhead expenses as a percentage of sales is another way to improve profitability and increase the value of your business.

What’s Typical in Today’s Industry?

Most distributors have fixed general and administrative expenses between 15% - 20% of sales...

October 16, 2018

Increasing your average gross profit margin is one of the easiest ways to boost your bottom line. Increasing it just a few points can add tens or even hundreds of thousands of dollars to your profit and it’s one of the easiest business improvements you can make.

The C...

October 8, 2018

Reducing your sales compensation expense as a percentage of sales is one way to improve profitability and increase the value of your business.

The Challenge

Many distributor owners know that they are paying their sales reps too much and that it is a big reason their pr...

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