The global, debt-fueled, everything-bubble is deflating. Will
the US economy go into recession? Accurately unforecastable and uncontrollable
by us! Why not, instead, make controllable changes that will out-perform possible
Continue reading 129. For Big Gains in 2019, Forgive to Change
Invasion of Better Clone SKUs for Less
Retail “hard discounters” (HDs: Aldi, Lidl and Trader Joe’s) and Amazon have attacked B2C factory brands in the past 18 months. In 2017, the HDs announced big expansion plans for the US, while Amazon ramped up their B2C private-label-clone SKUs. Then, in October (’18), AMZ quietly announced their “brand accelerator program”. Prediction: this program will spark the creation of new B2B clone products on Amazon.
The Clone Formula: Equal or Better Quality For 50% Less
Continue reading 128. Brand Power-Shift To Your Service-Value Solutions
FINE-TUNE 2018; OR, REAL CHANGE?
If your distributorship is a top 5% performer due to perpetual innovation, keep innovating in 2019. If your financial returns are in a low-level rut with an unchanging, aging sales force – then change your belief system to change your results. Continue reading 127. Old Beliefs v Your 2019 Strategic Plans
ERNST YOUNG (EY) SURVEY RESULTS
A recent EY survey (11-6-18) of bigger companies (than typical distributors) revealed that:
- 80% of firms see big upside potential with analytics, but can’t get results. There is a gap between insights and action not taken by employees.
- 56% said a culture of decision-making by intuition ruled. (Any intuitive account-call planning going on at your company?)
- 60% cited lack of budget and organizational commitment as the biggest pain point.
- 67% plan to hire more analytical talent
- But, 80% can’t find the talent they need.
Continue reading 126. Weak ROI on Analytics? Very Common! So?
Baseball’s Lessons For Distributors
Two books document the rise of game-changing analytics within major league baseball (MLB): Moneyball (’03) and the highly-recommended, Astroball (7/18)[i]. The 2018 MLB playoffs featured the best, most analytically-empowered teams (along with big-talent payrolls).
Studies on MLB analytics departments from ’03 to ’18 reveal that: Continue reading 125. Rent An Analytics Champ To Jumpstart a Renewal
Customers Aren’t Equally Effective Buyers
Customer profitability analytics reveals a wide range of buyer effectiveness. And, SKU profitability analytics measurably pinpoints the root causes for their variances in hidden, unnecessary buying activity and servicing costs.
Customers also vary in their openness to changing how they buy to achieve: Continue reading 123. Teach Customers To Be Better, Win-Win Buyers