Product Assortment Strategy – Should You Sell a “Full Line”?

You hear this a lot in SKU rationalization projects, where you’re trying to clean up the pieces of a non-performing assortment of products. “We need this to offer a full line” Yet we’ve stocked the item for years and it clearly isn’t delivering the turns or margins we need to sustain it. So how do […]

We Don’t Have Unprofitable Customers, Just Unhappy Accidents

I love a merger. You inevitably hear about all the horrible no-good unprofitable customers you kicked to the curb. It’s like the high school reunion, where you discover the math nerd is a bitcoin billionaire and the head cheerleader is living in a trailer park. The last time we spoke about these “unprofitable customers”, we […]