NZ Business - - CONTENTS -

IF YOU’RE A B2B sup­plier strug­gling to re­tain your mar­gin, now there’s a book by Paul Allen, Aus­tralia’s lead­ing author­ity on sup­plier mar­gin that can help.

Take Back Your Mar­gin iden­ti­fies ten pit­falls ev­ery ven­dor must over­come to pro­tect their profit.

Through per­sonal ex­pe­ri­ence and de­tailed case stud­ies, Allen shows busi­ness peo­ple how to swiftly, yet sen­si­tively, re­claim the net mar­gin that is right­fully theirs.

Dis­cover valu­able in­sights about: • How fail­ure to hold your cus­tomers ac­count­able com­pounds

mar­gin ero­sion. • Why your sales team should never be solely re­spon­si­ble for the

cus­tomer. • How sup­pli­ers al­low their value propo­si­tion to be un­der­val­ued. • Why cus­tomer con­tracts should NOT be kept con­fi­den­tial. • How pro­cure­ment peo­ple man­age to cut sup­plier rev­enue by minus three per­cent each year.

Take Back your Mar­gin is avail­able at: www.freemargin­ Visit https://nzbusi­­ti­cle/do-you-un­der-value-your­value-propo­si­tion where Paul Allen bor­rows from the masters of take­away food to high­light the costs of un­der-valu­ing your Value Propo­si­tion.

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