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Improving Profit: Using Contribution Metrics to Boost the Bottom Line by Keith N. Cleland

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Jeweler’s Changed Focus Turns Red into Black

Dependent on passing-tourist trade, this jeweler found it impossible to do more than cover costs, let alone make a profit

I was conducting interviews with clients of a well-established accounting ­practice, following a client seminar the previous day. The owner of a jewelry shop had requested an interview session.

He was having trouble. Sales volume was up last year, but the bottom line showed a loss. Discounting had been too high. Given its location on a ­20-minute tourist stopover, it was perhaps understandable that the focus tended to be on a sale at any price. Nevertheless, it was thought that ...

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