The article presents possible applications of the contribution margin concept for the performance evaluation of commercial segments, more specifically oriented towards goods distribution companies. We comment on and give examples of situations in which the contribution margin can serve as a tool to support managers from the sales area to verify the profitability of products, product lines, sales regions, distribution channels, clients and salespersons. Finally, we emphasize the aspect of operational result projection on the basis of the total contribution and its benefits.
Segments; Contribution margin; Performance evaluation
