Your Standard Service
When you quote a customer a “price”, what are the services
that are bundled (“for free”) into that price? A typical distributor-bundle
includes costs for: outside and inside reps, pick, pack, shipping, and trade
credit. Bigger customers usually get extra services “for free”. Small ones may
have a minimum order size requirement and/or an un-bundled freight charge. (A
tough sell with Amazon’s free shipping policies.)
Continue reading 159. Distributors: Get Re-Bundling Flexible
Amongst your most net-profitable accounts, find the ones that
have also been growing their sales, margin, and profit dollars fastest (year-over-year).
These are “Gazelles”. Partner them better to increase your odds that they will continue
to grow you for years.
Skills for Better Partnering?
Reps can’t do partnering on their own. Bigs typically herd reps
into seeing buyers in silos with narrow agendas and metrics (like “price”). You
must pitch the customer honcho who can see and change the overall procurement
Continue reading 158. Skills for Partnering Gazelle Accounts
Andy Grove’s Book and Quote
Grove was a founder of Intel, and its CEO from ’87 to ’98.
He wrote an acclaimed book on what he had learned: “Only the Paranoid Survive”,
published in ’99. His summary quote:
Continue reading 157. “Only The Paranoid Survive” 2.0
How important would it be to know who your most
net-profitable customers are? Which ones are growing the fastest? Would a team
effort to better partner the profitable, fast-growers payoff?
Why not try a simple experiment?
Continue reading 156. Measure and Act on What Matters