For over 30 years the leading pallet and sawmill magazine in America.
New York Company Fired Most of Its Customers in Order to Improve Profits
Highlights from 2004 Articles
By Diane Calabrese
Date Posted: 1/3/2005
William (Bill) Heussler, owner of H&H Wood Products,
Bill said, "Custom size just does not lend itself to automation," William noted. There are ways to increase revenue without relying on high volume
"I used to have 60 customers," he said. "I fired all but two over the years. I got rid of the low volume customers. I got out of the box business."
Bill determined that carrying many small volume customers added to costs in accounting, inventorying, shipping and receiving without necessarily adding significantly to the bottom line. He decided to pare the business down to his biggest customers and sell more to them by meeting more of their needs. In short, he envisioned doing more business by doing business in a more focused way.