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Making use of a basic Excel spreadsheet is yet another means by which distributors can get ahead. According to Kegowicz, distributors can keep track of which markets tend to be most profitable by recording and evaluating low-margin and low-volume customers.
"I'm always in favor of trying to increase the percent return on sales as opposed to strictly going after volume," said Kegowicz. "Just take the customer list and look at selling price, cost, margin and overhead to calculate the return on sales."
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