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.
Continue reading 185. Downsize (Upgrade and Reinvent) Tactics for Distributors
Turning Disaster into Some Opportunity
The unprecedented, C-19, shut-down economy is here. Minimize downside hits, while maximizing upside opportunities! How exactly? Here are some moves that distributors have shared with me:
Continue reading 184. C-19, Distribution, Improvisation Measures
In a virtual meeting, a B2B millennial (call him Joe) took over the screen and masterfully showed me (with pride) how he avoided both a repair contractor’s fee and a distributor’s high price.
Continue reading 183. A Millennial Fleeces Both Contractor & Distributor: Lessons?
“The answer to my question begins with a number!”
– Jeff Bezos
Sad Survey Results
Accenture’s 1/22/20 study on “The Human Impact of Data Literacy” reports shocking stats. (Summary here or Full report here)
Continue reading 182. THE COSTS OF DATA ILLITERACY
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?”
Continue reading 181. ALL-WIN, QUID PRO QUO (QPQ)
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?
Continue reading 180. Moving What “Rocks” in 2020 (D*)