Category Archives: Core Renewal

162. Your Coach for Mastering E-Skills?

2020 Companies, AmazonBusiness, Big Data, Core Renewal, Distribution Strategy, Index, LIPA, Service Value Innovation Guidelines, WayPoint Analytics

THE AMBITIOUS HAVE COACHES!

Many big-time jocks have personal coaches and analytics services. (Coaches for executives use 360-feedback surveys).

Most pro sports teams now invest in high-speed video, stats, and development coaches – for all players. Veteran starters with contracts often decline the help (why mess with success?), but rookies (and little leaguers) are devouring video-based analysis. The underlying goal is fast-as-possible “mastery”.   

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159. Distributors: Get Re-Bundling Flexible

Core Renewal, Distribution Industry Sales, Distribution Strategy, Index, LIPA, Service Value Innovation Guidelines, Supply Chain Partners, WayPoint Analytics

Your Standard Service Bundle?

When you quote a customer a “price”, what are the services that are bundled (“for free”) into that price? A typical distributor-bundle includes costs for: outside and inside reps, pick, pack, shipping, and trade credit. Bigger customers usually get extra services “for free”. Small ones may have a minimum order size requirement and/or an un-bundled freight charge. (A tough sell with Amazon’s free shipping policies.)

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155. Your Lake-Woebegone Service Value

Concierge Customer Service, Core Renewal, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

“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 and survival.

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?

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151. Share the Secret: “Profit” Is a Clean Word!

Big Data, Core Renewal, Cost-to-Serve Math, Distribution Industry Sales, Distribution Strategy, Index, LIPA, WayPoint Analytics

PROBLEM:

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 benefit enormously. 

WHY NOT SHARE?

In many of my presentations over the years, I’ve asked roomfuls of distributor principals:

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152. Don’t Misapply: “Keep It Simple Stupid” (KISS)

2020 Companies, Big Data, Core Renewal, Distribution Strategy, Index, Service Value Innovation Guidelines, Supply Chain Partners, WayPoint Analytics

“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 edutainer!)”

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, financial beliefs.

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? Read on!    

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150. Increase and Improve Your Beliefs

2020 Companies, AmazonBusiness, Core Renewal, Distribution Strategy, Index, Service Value Innovation Guidelines, WayPoint Analytics

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!)      

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