Monthly Archives: July 2019

159. Distributors: Get Re-Bundling Flexible

Your Standard Service Bundle?

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.)

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158. Skills for Partnering Gazelle Accounts

Net-Profit Gazelles?

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 process.  

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157. “Only The Paranoid Survive” 2.0

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:

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