Shift the Product/Service Mix As Needed

Enhancing profits is often a case of changing or shifting the mix of products and/or services sold. Sales that are weighted more heavily toward lower gross profit items will yield a lower overall gross profit and, therefore, lower net income. Selling products or services that carry a higher gross profit can substantially help bottom line performance. In many cases, this shift can be accomplished by working with your sales force to change the way they sell. Many sales personnel gravitate toward selling items that carry a lower gross profit because they have conditioned themselves to sell based on price rather than on value. It is critical that sales personnel understand how to sell based on value delivered rather than on price.

Good Luck & Good Selling!
Russ