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Revenue Growth Management

A Strategic Guide to Eliminating Margin Leakage

September 24, 2025

Impressive revenue growth can often hide a dangerous reality: the slow, silent erosion of your profits. This guide provides a strategic framework for fixing margin leakage, moving beyond spreadsheets to identify the unmanaged discounts and unprofitable products draining your bottom line. Discover how to transform your commercial operations with a data-driven approach that builds a resilient culture of true profitability.

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Tariffs, “Sneakflation,” and the Pricing Tightrope

Tariffs, “Sneakflation,” and the Pricing Tightrope

August 26, 2025

A hidden tariff tax, dubbed “sneakflation,” is quietly raising prices on everyday goods and squeezing business profits. Faced with this pressure, many companies make the mistake of implementing blunt, across-the-board price hikes that can damage sales volume and customer relationships. This post details a smarter, surgical approach, using data-driven strategies like price elasticity analysis and scenario modeling to manage rising costs. Learn how to walk the pricing tightrope to protect your margins without alienating your customer base.

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The Distributor’s Playbook for Growing Share of Wallet

August 20, 2025

Distributors are unknowingly losing profit from their best accounts due to blind spots in pricing, discounting, and product mix. Traditional sales reports can’t detect this slow drain, allowing significant cross-sell opportunities and margin to go untapped. Guided purchase intelligence offers a disciplined framework, combining smart analytics with sales activation to systematically identify and recapture this hidden value. This playbook provides a step-by-step guide to grow your share of wallet and build a more resilient, profitable business.

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Typical RFM Segments

Closing the Cross-Sell Gap: How Product Affinity Analysis Unlocks Your Hidden Revenue Engine

August 15, 2025

Sophisticated product affinity analysis moves beyond simplistic sales reporting to illuminate the complex, often hidden purchasing patterns within your transactional data. It reveals which products are bought together, in what sequence, and what those purchases signal about a customer’s future needs. These data-backed insights transform your commercial strategy from reactive guesswork into a predictive engine for systematic growth.

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How Hidden SKU Profitability Is Dragging Down Your Distribution Business (And How to Fix It)

August 5, 2025

Are you seeing revenue climb while margins get squeezed? Your distribution business is likely caught in the “Portfolio Trap,” where high-volume but unprofitable SKUs secretly drain your bottom line. This article diagnoses the problem, revealing how a lack of granular data and reliance on outdated pricing models hide the true costs eroding your profits. Discover how to fix this by focusing on SKU profitability, enabling you to identify and manage these hidden drags to drive real financial growth.

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Break-Even elasticities

The $1 Trillion Blind Spot: Why Most B2B Promotions Destroy Profit

July 29, 2025

What if your biggest sales driver was also your biggest profit drain? For most B2B companies, this is the hidden reality of their trade spend, where a lack of true promotion trade optimization allows margin-destroying activities to hide behind impressive-looking sales lifts. This article exposes the common fallacies—from the “top-line lift” trap to cannibalization blind spots—and provides an analytics-driven framework to turn your promotional budget from an unmanaged expense into a strategic growth investment.

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