185. Downsize (Upgrade and Reinvent) Tactics for Distributors

Tough Times’ Tactics

Since WW2, when the economy tanked, the drill was: freeze hiring, maybe weed a few. Freeze all investments. Cut all discretionary expenses. Try not to cave on declining incentive pay that is de facto salary. Wait out the recession, then get back to growing with: the US Economy; your industry; and/or the inflation in your product lines.

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181. ALL-WIN, QUID PRO QUO (QPQ)

QPQ For The Good

Politics is giving QPQ a bad reputation. But, “this for that” can also be a selling tool for turning win-lose customer requests into win-win outcomes.
Distributor reps can use QPQ for transactional fairness.

“Mr. Customer: you want a lower price? Understandable! How can we turn a – you win, I lose event – into a win-win transaction? Perhaps a bigger order or the promise of greater future purchases?”

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180. Moving What “Rocks” in 2020 (D*)

Rocks?

A few distributor CEOs have mentioned to me: “moving Rocks in 2020”. Are the “10 Rockefeller Habits” gaining some popularity? In that scheme, “Rocks” are the most-important, non-negotiable objectives. Will the harder, tougher term – “Rocks” – make 2020 resolutions more successful than past year vows?

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