Members of the largest media and marketing organization serving the Advertising Specialty Industry (ASI) receive tips on boosting profitability from Small Business Expert Bruce Bachenheimer – http://asicentral.com/asp/open/Education/OnlineLearning/Perfect-Closing-Skills.aspx
Although experts have suggested small-business owners dump the deadweight, Professor Bachenheimer counsels against that.
“Firing bad customers indiscriminately is a dangerous move. Instead, keep the marginal clients – you never know when a small order or difficult customer might pay off handsomely down the road – but make them turn their drain on your company into a potential profit center.”
For example, Bachenheimer says, “when electronics retailer Best Buy noticed certain types of shoppers would buy a TV to watch the Super Bowl and return it the next day, the money it cost to service the returns and restock those items was a drain on its profits. So it started charging a restocking fee to discourage customers who had no intention of keeping the products they bought.”