Monthly Archives: June 2019

153. Analytics for Silos to Supply Chains

Invent Your Own Analytical Insights

Analytics software is big news.  But, your richest analytical insights are hiding under foot. To uncover these insights, get curious. Make specific observations about the good and bad activity that you know intuitively exists within your business.  Are these observations symptoms of what underlying root-causes? Write down the questions and theories that arise. Do some customer field research and quick statistical analysis to test and refine your questions and theories. Then, do small, fast, learning-forward experiments to find the golden insights.

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151. Share the Secret: “Profit” Is a Clean Word!


Many distributors do not share general financial numbers with all employees on a regular basis. So, new plays and innovation metrics (based on insights from customer and SKU net-profit analytics) can’t be pursued. Too bad! All stakeholder groups would benefit enormously. 


In many of my presentations over the years, I’ve asked roomfuls of distributor principals:

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152. Don’t Misapply: “Keep It Simple Stupid” (KISS)

“Bruce, KISS It!”

For years on the distribution speaking circuit, Polished Pleasers have advised me to: “Make your message simple, appealing, dumbed-down – with memorable sound-bites or key distributor folks won’t listen. Your advice on service-value innovation for net-profitable customers and customer niches is too complicated.  Tell them what they want to hear. (Be an edutainer!)”

Some distributors (along with my own turnarounds) have pursued what I preach for great results. Wins keep you going! But, many distributors are still not suffering enough (yet) to want to upgrade their simplistic, operating, financial beliefs.

The intent behind KISS was not to adopt simplistic notions for success. Simplistic always yields weak, commodity, follow-the-herd returns! What was KISS’s intent? How did it get distorted? What should you do about it? Read on!    

Continue reading 152. Don’t Misapply: “Keep It Simple Stupid” (KISS)