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If tracking gross profit for major customers is difficult, hire an intern or allow someone the overtime to do the analysis each month or quarterly. Do not wait long to find out where your customer base is going. You need to know the gross profit tracking of all your major customers. Once generated, sort this by major customer, sales representative, territory, industry, product type or service type. It all depends upon what your firm sells. Whatever it is, you need to know if gross profit is declining, increasing or staying flat. Spend the money to get to this point so you can take informed actions to improve this trend.
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