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A Shortline Spreadsheet

Eric Schnelle, S&H Farm Supply, Lockwood, Mo., created a spreadsheet so that his sales staff fully understands all costs. The spreadsheet is prefigured with the line’s and product’s selling price, minimums and profit guidelines.

Another benefit is that it provides for universal pricing, with minimum profits for salesmen and quick access to quote a price between his two stores. “When someone calls or walks in, you don’t want you to spend 15 minutes figuring it out. You can spend so much time figuring out the price that you can’t talk about the product. Now, we have the price ready and can use the rest of that time to talk about features. In this day and age, you must react quickly. We’re less apt to have a mistake in pricing a shortline if it’s prefigured and checked.”

Click here to download an actual copy of the form.