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:
Continue reading 157. “Only The Paranoid Survive” 2.0
“SERVICE IS VITAL; OURS IS GOOD!”
Most distributors know/believe this phrase. But, are you living
in Lake Woebegone where everyone is above average? We all practice some degree
of the “self-enhancement bias”. It’s good for our species’ happiness, sanity
But, if competitors have “good service” too, what’s the
tie-breaker? Isn’t it meeting a “price”? Then, won’t you get commodity returns,
and struggle to attract and keep new young talent?
Continue reading 155. Your Lake-Woebegone Service Value
Many distributors do
not share general financial numbers with all employees on a regular basis. So,
new plays and innovation metrics (based on insights from customer and SKU
net-profit analytics) can’t be pursued. Too bad! All stakeholder groups would
WHY NOT SHARE?
In many of my
presentations over the years, I’ve asked roomfuls of distributor principals:
Continue reading 151. Share the Secret: “Profit” Is a Clean Word!
“Bruce, KISS It!”
For years on the distribution speaking circuit, Polished
Pleasers have advised me to: “Make your
message simple, appealing, dumbed-down – with memorable sound-bites or key
distributor folks won’t listen. Your advice on service-value innovation for
net-profitable customers and customer niches is too complicated. Tell them what they want to hear. (Be an
Some distributors (along with my own turnarounds) have pursued
what I preach for great results. Wins keep you going! But, many distributors are
still not suffering enough (yet) to want to upgrade their simplistic, operating,
The intent behind KISS was not to adopt simplistic notions for
success. Simplistic always yields weak, commodity, follow-the-herd returns!
What was KISS’s intent? How did it get distorted? What should you do about it?
Continue reading 152. Don’t Misapply: “Keep It Simple Stupid” (KISS)
Humans are Belief Inventors
Human brains evolved to survive as a tribe in a
hunter-gathering world. We accumulated both practical and magical beliefs
through experience. If belief-guided actions worked (we didn’t die or got lucky),
then we kept doing them. (Lucky Charms v Gremlins!)
Continue reading 150. Increase and Improve Your Beliefs
Private Equity (PE) Distributor Roll-Ups: The Good, Bad, and
PE Good News:
In ’08: The Central
Banks rescued PE firms from their over-paid, over-leveraged ’07 deals. By
lowering interest rates to near-zero for 10 years good things happened:
Continue reading 149. What Distributor Roll-Ups Will Become Zombies?