Never has a global, just-in-time, balanced economy been shut down by a pandemic. Then, rebooted with:
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
Politics is giving QPQ a bad reputation. But, “this for that” can also be a selling tool for turning win-lose customer requests into win-win outcomes.
Distributor reps can use QPQ for transactional fairness.
“Mr. Customer: you want a lower price? Understandable! How can we turn a – you win, I lose event – into a win-win transaction? Perhaps a bigger order or the promise of greater future purchases?”
On a recent American Airlines trip, I turned on my cell phone as I landed at 10 PM. I got a text from American’s AI-bot alerting me that my checked bag did not make it to my hub-connection flight. There were also links for: filing my lost bag info and desired delivery address; and tracking the bag. Continue reading 179. 2020 I.T. Plans? Lost Luggage Lessons (C*)
In June 2019, Amazon introduced a new B2B brand: AmazonCommercial. The first items in the line? T&T! (For more search AmazonCommercial at AMZ).
What’s Amazon thinking? Amazon Business has gotten traction with a “long-tail”, MRO/SKU strategy specifically aimed at huge entities. AMZ has attracted an army of resellers to curate millions of B2B SKUs. And, in parallel, AMZ has created two cloud solutions: integrations for 60+ internal procurement systems, and free, central-spend-management tools. This evolving proposition now wins up to 20% of a typical big-buyer’s MRO spend.
AMZ’s next B2B moves? Target some bulky, big-volume, consumable, SKU? All employers do buy T&T… but how price-competitive can AMZ be? Or, conversely, how net-profitable are T&T for distributors?
Checking with a “Jan-San” distributor who subscribes to Waypoint Analytics’ “Net-Profit Analytics” cloud-service, here’s what we found:
For more, be in touch: bruce@merrifield.com. Waypoint clients can also attend my Nov 7th workshop. Link below:
When Japanese products surpassed the quality of US goods. Then, zero-defect methods jumped to the US in the ‘80’s. (Phil Crosby’s book, “Quality is Free” was published on 1/1/80.) And, “Do It Right The First Time” became the high service-value, low cost, high morale way to go.
Continue reading 169. What Happened to “Total Quality Management”, etc.