1. Set the right offer. Costs are rising, margins are squeezed, and sales are tougher to close. This is a good time to review customer services, including delivery, installation, and warranty. Is our service offer too rich for certain customer segments? Can we charge for delivery? Can we adjust bracket pricing to drive ordering toward slower, cheaper delivery modes? Can we change sales incentives to dampen end-of-quarter spikes? These analyses take on special urgency and provide opportunity for margin gains in the current difficult economic environment.
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