The keynote speaker at the 2011 NAHAD Annual Meeting & Convention was Bruce Merrifield of the Merrifield Consulting Group. He discussed winning strategies for supply chain networks in his address titled Above & Beyond.
He carefully reviewed a graph called the whale curve that analyzed the profitability of a company's customers. He revealing some very interesting trends regarding the levels of profitability of customers from high to level to negative. Very interesting.
Perhaps you don't realize that most companies do have unprofitable customers and that a small percentage actually contribute to their bottom line. For more information about Bruce Merrifield, go to his website at http://www.merrifield.com/