Invent Your Own
Analytics software is big news. But, your richest analytical insights are
hiding under foot. To uncover these insights, get curious. Make specific observations
about the good and bad activity that you know intuitively exists within your
business. Are these observations
symptoms of what underlying root-causes? Write down the questions and theories
that arise. Do some customer field research and quick statistical analysis to test
and refine your questions and theories. Then, do small, fast, learning-forward
experiments to find the golden insights.
Continue reading 153. Analytics for Silos to Supply Chains
“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)
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?
We generally want needs taken care of sooner. But, not
always. Distributors’ response times for customer needs can vary with each target
Continue reading 143. Compete On Speed Within Profitable Customer Niches
A distributor needs to hire six hourly people across four
“We can’t find
acceptable candidates for our normal starting wage. We don’t want to hire new
people at a higher rate than our veterans. And, we don’t want to hire flakes
who can’t pass our drug test. What do we do?”
Continue reading 142. Hiring Hourly People Solutions
BIG CHANGES BY 2020+?
Big players (Amazon, Walmart, Home Depot, etc.) are
combining many technologies to create the onrushing Cloud Omnichannels to which
B2B brands must respond.
Amazon’s (AMZ) “doorstep-back-to-producers” value-channel is
all in the cloud. It incorporates technologies like AI, machine learning, robots,
and cobots. And, AMZ has already hugely pre-invested in exploiting 5G bandwidth,
instant-startup-clone brands, info-videos with watch-me reward points, last-mile-uber-metro-delivery
platforms, voice commerce, drones, fintech, blockchain, etc.
Continue reading 140. Channel-Model Innovations Ahead