Thread: In relationship selling is dumping customers ever justified?
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Old 01-29-2008, 08:54 PM   #16
Simply Red Simply Red is offline
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Join Date: Sep 2005
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Quote:
Originally Posted by RJ
Sometimes less really is more. I once took over a district that had been losing money for several years. We dumped some accounts and dropped the monthly volume from about 800K to 600K and fired or moved the people who had been supporting that business. All of a sudden we were making money. Nothing magic, we just got rid of crap that moved a lot of $$ through the door but didn't make money. Cash flow is nice but stuff like that eventually catches up.
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