Wholesale Change Show: Get Over the Small-Order Hurdle

Ian Heller, Senior Partner — Distribution Strategy Group

• WayPoint Analytics • expert interview • WayPoint reports • profit gains • Randy MacLean • Dr. Jonathan Bein • recovery • change action chain • small orders • minimum order quantities • MOQs • analyzing orders

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On the Wholesale Change Show, guest Randy MacLean explains how setting and managing Minimum Order Quantities is the key to addressing the small order problem. It's also an action item with a short action chain, which means the benefits hit quickly and without the broader effort needed for more other strategies.

Where most actions that significantly impact profits are reserved for changes made in large account relationships, MOQs tackles the "death by a thousand cuts" environment for small account sales, making the part of the business model for these customers that universally drains profits much more successful.

Downloads: podcast-DSG.pptx

For more information about Ian Heller, visit: www.distributionstrategy.com