According to a March 2016 Gallup poll, only 33% of U.S. employees were “engaged” with their jobs. But, what if I told you that you could get much higher engagement, as well as increased growth and profit rates, simply by ensuring that all of your distributor employees know the answers to these game-changing questions? It’s true! Here are the questions:
- Who are the top 10 most (potentially) profitable customers that pay a disproportionate amount of your profits and payroll?
- What are the customer/niche-tuned service metrics that they want?
- How do department metrics help improve key- account service metrics?
Continue reading 27. 8 Ways to Engage Distributor Employees with All-Win Information
The changing objectives of supply chain buyers and the Internet have combined to erode the value of traditional, product-pushing, channel reps. In today’s world, the challenge for reps will be in adapting and acquiring new skills before they fade away.
The Trends and Current Realities
Since 1980, there has been a huge and ongoing reduction in and consolidation of factory reps in all major channels. The 1990s first saw the behemoth Wal-Mart change the game when it requested that suppliers switch out area reps working on commission for executive-led supply chain teams with the power to enter into new collaborative supply chain solutions.
Continue reading 26. Channel Reps: It’s Time to Reinvent Your Cost/Benefit Value!