Move Over, Elvis --Dickeson

Allowing receivables to stretch is "buying" sales. It's a pricing concession. It's a widely, almost universally, practiced concession by commercial printing firms, isn't it?

Marking up BHRs (Budgeted Hourly Costs) to set a TSP (Target Selling Price) is a silly, ancient, practice indulged widely, almost universally, by commercial printing firms, isn't it? This is where the other half of the Nashville axis comes into play—G. David Dodd with his clarion call to "Throw Away BHRs: Win the Pricing Game."