Farmers and Hunters?
Around 1870 someone in the insurance industry realized that: selling new policies (hunting) required a lot of rejection. But, collecting monthly premiums on sold policies was easy maintenance (farming) and eventually took up all of rep’s time. No more hunting!
Solution? Split the functions. Then, hire different types for different pay.
Continue reading 214. Farmers, Hunters, Challengers, and Killer-Teams for Gazelles
Distributors Must Innovate. Most Cannot. The Cure?
Regular readers may sense a theme that threads through my recent: blogs; curated Linkedin posts with comments; and my 12, recorded webinars. The theme? What big innovations are necessary to win at eCommerce 2023 and how to make them happen.
Continue reading 213. Improving Your Firm’s Innovation IQ
Big-City, Pandemic Problems:
Conference Board Survey (8/26/20): “only 27% of workplaces in the top 20 US cities will be reopened by the end of September”.
Continue reading 212. Big Cities, Big Struggles. Plan Flexibly
Poor Rudolf’s Story
In 1913, the inventor of the diesel engine jumped into the sea from a ferry crossing the North Sea. He left behind huge debts and the frustrations of trying to convince engine buyers to upgrade.
Continue reading 211. Innovation Lessons from Rudolf Diesel’s Suicide
(This week’s blog is from a frequent collaborator, Bill Wade: a career distribution expert especially for heavy duty truck and automotive parts.
Amazon is expanding US fulfillment capacity by 50% in just 2020 as they drive towards 12-hour delivery in a 24-hour day. They are doing heavy build outs in target cities including Bill’s hometown of Chicago. Parts distributors of all types will feel the heat.)
Continue reading 210. The Future is Easier to Understand in Your Own Back Yard
“The race is not always to the swift…. but that is the way to bet.”
Pandemic Sales-Hit? Scramble or Hyper-Focus?
Sales are pandemically down for many types of distributors. Two counter strategies are:
Continue reading 209. Time For High-Leverage Selling