AT THIS POINT IN THE SEQUENCE OF THE CASHdriver discussion, we have examined sales growth, documented its cost through cost of goods sold, and been left with some gross margin from which to pay SG&A expense. Not much of anything can get paid for, however, until you get paid by your customer. This is precisely [...]

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In considering delaying commission payments, you may find that some of the connection between sales-force accomplishment and its associated reward is broken. As a result, field sales people could actually wind up performing at a lower level when commission payments are delayed until payment of the associated customer invoice. If this sales underperformance turns out [...]

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Thus far, we have been talking primarily about expenserelated decisions. The significant cash dimensions of these are obvious. Sometimes, though, what is not nearly so obvious is the distinction between expense and expenditure. In your personal life, you usually experience expense and expenditure simultaneously when you buy something. In business, however, there is almost always [...]

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There is an important dimension to SG&A that has to do with capacity. Consider this issue by reflecting on
the following questions from the viewpoint of your responsibilities:
What is the relationship generally between resources and revenue growth in your situation?
What resources would have to be added in your area to accommodate a 10% increase in sales? [...]

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The SG&A category is so inclusive that it is somewhat difficult to generalize about it as a category. But one generalization that can be made is that it is always easier to let expenses go up than it is to bring them back down. This is true whether SG&A is considered in dollars or percentages. [...]

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YOU HAVE BEATEN THE BUSHES TO RAISE THE SALESgrowth rate. You have managed to cut the costs of meeting your customer’s needs to the lowest level consistent with quality and competitive pressures. You have revised your distributionchannel strategy to broaden your market without sacrificing gross margin. Now you need to focus on operating expense.

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Everybody would ever be possible to suffer for the hair loss. It is a natural thing that occurs on people whenever they have reached for the sufficient age where their hair would be very vulnerable for lack of the durability. However, there is a special treatment to be taken by them if they do not [...]

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Managing and handling several kinds of credit scores will be much easier and better if it accompanied with credit reports. Actually, there are some charges that burdened onto credit scores. However, there are some of the other credit scores that provided to you for free. In all cases, credit scores should be accessed along with [...]

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In service businesses, while there is no inventory in the traditional sense, there is often some resource that you cannot easily just stop and start buying as the marketplace changes. Examples would include airline seats, motel rooms and a staff of professional consultants for hire. In these cases, resource management and supporting information systems become [...]

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More recently, the Internet has further accelerated the trends toward shorter channels and direct selling to near warp speed, as EDI has now developed Internet capabilities. Internet sales in 1998 totaled about $25 billion, and twothirds of that was business to business. On the other hand, there is a huge target pool of business-to-business goods [...]

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