Issue link: https://www.e-digitaleditions.com/i/480616
March/April 2015 3 www.feda.com 11 Ranking Your Customers A Simple Way to Start Counting the Cost 18 Finding the Right Balance Between Margins, Order Size & Cost to Serve 26 Four Important Lessons Interpreting Performance Metrics and Data Results 34 What do You Find Most Challenging? FEDA Dealers Talk Concerns, Costs, and Vendor Support 35 "Be Careful What You Wish For" By Past President Rick Ellingson 38 Building Pricing Confidence in the Field A Great Exercise for Your DSRs on Cost to Serve 8 Stellar Support The FEDA Education Foundation recog- nizes its Diamond Donors for their contin- ued support of the dealer community. C O V E R S T O R Y March/April 2015 10 An Opportunity to Grow In consultant Jason Bader's mind, that's what the cost to serve is—an opportunity to better understand your business and build a profitable relationship with your customers. More distributors would be inclined to embark on the journey if they changed their thinking, he says. Need convincing? Here's cover-to-cover proof. F E A T U R E S D E P A R T M E N T S What's Your Mobile Strategy? Customer behavior is evolving. Is your digital strategy evolving? Is it considering shifts in activity and expectations and designing new experiences to lead accordingly? Who on your team is thinking about designing mobile experiences? How is mobile complementing your web strategy? Answering these questions will help you design for tomorrow's digital strategy right now. –Futurist Brian Solis 4 President's Message "Well-Deserved Recognition for Exceptional Manufacturers" 6 Industry Insights "Investing in Our Greatest Assets," Jameel Burkett 8 Association Highlights "A Commitment to Excellence" 16 Foster Frable "How to End a Project Well" 32 Tech Talk "If Your Firm is Hit with a Data Breach" 36 Money Matters "Doing Less Work and Producing More Profit" THE CO$T TO $ERVE A Great Exercise for Your DSRs on Cost to Serve nizes its Diamond Donors for their contin-