One company made 150% profit on some customers while hemorrhaging money on 65% of everything they sold—and called it strategic positioning. They were like a restaurant charging $20 for a steak that cost $30 to make, wondering why they couldn't pay rent.

Companies confuse customer collection with value creation, treating revenue like Pokemon cards. Gotta catch them all—even if they're killing your company.

The Profit-Pulverizing Paradox

One manufacturing company served everyone from mom-and-pop shops ordering 10 units to major retailers ordering 10,000. Those small orders required the same processing time, same customer service, same invoice effort—but generated only 2% of profit. They were running a charity with corporate letterhead.

The horrifying truth? Most companies can't identify which customer-product combinations create or destroy value. They know Customer A buys Product X but don't know if that specific combination makes money or murders margins.

I've seen companies where the top 20% of customers generated 200% of profit—meaning bottom segments destroyed more than half the value created. That's not a business—that's a wealth redistribution program.

Target discovered about 30% of their SKUs generated less than 1% of profit while consuming 40% of shelf space. Premium real estate displaying products nobody wanted.

What You'll Learn in This Episode

Todd Hagopian reveals the 80/20 Matrix mapping every customer-product combination into four quadrants.

Quadrant One: Profit Paradise—top 20% customers buying top 20% products. One company discovered just 100 combinations generated 140% of profits. Everything else was neutral or negative.

Quadrant Two: Scale Trap—smaller customers buying core products. Profitable with the right service model. Automate and systematize.

Quadrant Three: Strategic Challenge—top customers buying non-core products. One manufacturer found a customer ordering 47 SKUs where only five were profitable.

Quadrant Four: Killing Field—small customers buying non-core products, usually destroying 50-100% of total profits. Solution: raise prices 30% minimum, implement minimum orders, or fire them.

Your Assignment

Create your 80/20 matrix. List top and bottom 20% of customers. Calculate real profitability of each combination.

If firing certain customers would double your profits, why are you still serving them?

Visit https://stagnationassassins.com and Declare WAR on Stagnation.

About The Podcaster

Todd Hagopian has led five corporate transformations generating $2B+ in shareholder value. Author of The Unfair Advantage (https://www.amazon.com/dp/B0FV6QMWBX). Featured 30+ times on Forbes.com, Fox Business, and NPR.