In case you missed it, here is a great YouTube video of a presentation Dr. Barry Lawrence gave on Customer Segmentation & Profitability.
Customer segmentation is the foundation for all pricing and gross profit optimization initiatives.
http://www.youtube.com/watch?v=7UUObne8Ytk
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About the Author:
Randy Hughes is Vice President of Sales and Marketing at epaCUBE (a leading supplier of pricing optimization, gross margin modeling and product data synchronization & cleansing software to the supply chain). Mr. Hughes has spent the last 25 years developing and marketing technology solutions for various aspects of automating the supply chain.