Category Archives: Service Value Innovation Guidelines

120. Your Best Cloud-Commerce and the Mythical Cassandra

THE MYTHICAL CASSANDRA

…Was a beautiful princess of besieged Troy who enchanted Apollo. To win her charms, Apollo gave her the gift to foresee the future. But, when she reneged on romance, he compromised the gift so that no one would believe her predictions. She begged fellow Trojans to not take the Wooden Horse (left behind by the Greeks) into the city’s walls, but to no avail. Continue reading 120. Your Best Cloud-Commerce and the Mythical Cassandra

119. Will Commissioned Reps Be Un-Bundled?

Traditional-Markup, Service Bundles

Many distributors mark-up goods to hopefully cover the costs of their “free services” that come with the product. These include service-costs like: outside and inside reps, fulfillment, delivery, free returns, and trade credit.

What happens when digital-buying millennials increasingly take over B2B buying, and they find lower prices for equal or better goods from online sellers (with zero outside and inside rep costs)? Continue reading 119. Will Commissioned Reps Be Un-Bundled?

117. Customer Centricity Quiz

How Customer-Centric Is Your Firm (Branch)?

Amazon’s mission: be the “Earth’s most customer-centric company”. And, they increasingly are!  Your firm can grow faster and more profitably through next-level, customer centricity.  How? Make sure all employees can answer and act on the following questions. Continue reading 117. Customer Centricity Quiz

116. Three Steps To Winning At Cloud Ecommerce in 2021

Future-Shock Cloud Ecommerce is Here

In 2018, well over $100B will be spent on digital cloud ecommerce capabilities. Even the large public distributors are spending 10’s of millions on upgrading digital-selling capabilities.

The telecommunications companies have started, in parallel, a race to build out 5G wireless bandwidth starting in major cities. By 2021, Best B2B customers in top 50 cities will… Continue reading 116. Three Steps To Winning At Cloud Ecommerce in 2021

111. Re-Tune Your Vision, Strategy, Analytics, and Culture

Problem: Most Distributors Can’t Do Needle-Moving Change

B2B Cloud Commerce will be shaking business models in most channels by 2021. But, many distributors can only fine tune their past. Why? Check the fuzz factor on these four vitals: vision; strategy; innovation metrics; and can-do culture.

A Vision That Engages All Employees (and Stakeholder Groups)

What would employees think if you told them that: Continue reading 111. Re-Tune Your Vision, Strategy, Analytics, and Culture

102. High-Margin Counter Sales Aren’t Profitable!

This is one of the first insights that distributors who subscribe to Line-Item Profit Analytics are shocked to find out. Analytics reveal that:

  • Naturally high-margin percent SKUs and customers are mostly net-profit dollar losers
  • Gross profit dollars on small-dollar lines and orders are less than their cost-to-serve dollars

You can’t ignore small transaction size, or the variable service-people costs for customers with bill-me-later, paper-based trade credit. Continue reading 102. High-Margin Counter Sales Aren’t Profitable!