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Sell by the numbers for greater profits

The Chronicle’s Business blog/jerry bellune

Houston Rockets basketball coach Mike D’Antoni is passionate about 1.16. That’s the number of points per possession they must score to be the best offense in basketball history, Ben Cohen writes in the numbers-driven Wall Street Journal. D’Antoni has long been known for strategies that push the boundaries of his sport. On points per possession, he decluttered the Rockets play book. If one play produces 0.8 points and another 1.2, why run the 0.8 plays. Run the 1.2 plays every time. D’Antoni aims to average 1.16 points per possession. Anything above 1.16, he keeps. Anything less than that is thrown out. His obsession with 1.16 drives the most unusual strategy in the National Basketball Association and why his team has taken the pursuit of peak efficiency to an extreme. They cut out all plays that don’t work. What if you did that with your business? Analyze which are your most profitable products and services. Concentrate on advertising and selling them. Which customers produce your greatest profits? Concentrate on serving them and developing products and services that meet their needs and fulfill their dreams. We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.” For a $20 personally autographed copy, contact us at katie.lexchron@gmail.com or call 803-359-7633.

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