Invent Your Own
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.
Continue reading 153. Analytics for Silos to Supply Chains
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
WHY NOT SHARE?
In many of my
presentations over the years, I’ve asked roomfuls of distributor principals:
Continue reading 151. Share the Secret: “Profit” Is a Clean Word!
“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
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,
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?
Continue reading 152. Don’t Misapply: “Keep It Simple Stupid” (KISS)