Manage Your Customer Mix to Improve Profits
How to Improve Gross Margin Production Without Changing Your Prices or Lowering Your Costs
To improve profit performance, most people naturally assume that you have to raise your prices or lower your costs---preferably doing both at the same time. But your prices and your costs are not the only variables in the equation. In this video guide, you'll learn:
- How and why your customer mix may have even more influence on profits than your pricing.
- Why certain customers are inherently more profitable than others and how to identify them.
- How one company managed their customer mix to improve revenues, profits, and retention.
- A straightforward approach you can use to begin proactively managing your mix with less risk.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The B2B Pricing Capability Self-Assessment
To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.
View This Tool -
How to Leverage Big Data & Pricing Science
In this expert interview, Jim Vaughn, the author of a new book called "Stop Racing in a Blindfold," talks about how to combine Big Data and Pricing Science to drive better financial results, at scale, and on a go-forward basis.
View This Interview -
The Fundamentals of Price Segmentation
In this recorded training seminar, we explain the concept of price segmentation and why it's such a powerful and important tool. We explore the essential process and even walk through a step-by-step exercise, building an example price segmentation model from scratch.
View This Webinar -
Selling Value More Confidently in Seven Steps
To sell effectively, salespeople need confidence in themselves and the value of their offerings. In this tutorial, you will learn 7 straightforward steps you can take to give sales the confidence they need.
View This Tutorial

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this tutorial as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges