(Apologies for my blog hiatus. I left off on 7/6/21 with the third – of an intended 6 – blogs on rethinking management beliefs for the better. This is fourth in the series. For the first three, check blogs 250 to 252)
INITIAL, SELL-HIGH THOUGHTS
Here’s a fantasy: raise all prices by 1% and not upset or lose any customer business. Then: with zero increase in service-activity costs, the incremental margin (less rep commissions) flows to the bottom line. This is the easiest, fastest and biggest profit-improving tactic for distributors: in theory only!
Continue reading 253. “Sell High”! →
My CABs Changed My Distributorship
In the early ‘80’s, I bought a multi-location, contractor-supply distributor. The employees were panicked about the new owner from outside the industry. But, thanks to CABs, we all won big.
I did a customer-profitability, ranking report. Sorted best customers into segments. Ranked the segments by net-profits. Then, visited five, most-progressive-and-ambitious customers in our best segment. Together, we redefined “service excellence” by 8 metrics. My employees got stoked to achieve perfect service. We proceeded to dominate one target-niche after another. We stole only the most, net-profitable (and growing) customers from our unfocused competitors.
Continue reading 249. Rethink “Digital” with Customer Advisory Boards (CABs) →
Forthcoming Book for Distributors
This is my third blog inspired by Susan Merlo’s insightful, forthcoming book on: Digital Sales and Marketing for Distributors. Do check out my last two blogs, Susan’s website and register for notification of the books release at – nextlevelimedia.com/book-coming-soon.
Continue reading 247. Miss Communicating To Your Best (Target) Customers? →
Product, Supply-Demand Chaos is Upon Us
Never has a global, just-in-time, balanced economy been shut down by a pandemic. Then, rebooted with:
- Massive “quantitative easing” by all central banks
- Political, New-Deal-2 stimulus cash to voters and lobbying industries.
- With on-going, escalating trade-wars and supply-chain reshoring.
Continue reading 243. Supply-Chain, “Bull-Whip” Management →
Have you seen teams take the lead with little time left? They then switch to prevent play and try to milk the clock. But, the other team goes up-tempo, takes nothing-to-lose risks and wins. Why not play relentlessly to win and beyond by being a perpetual innovator?
Continue reading 230. Play to Win at Digital-Channel Change. Or, Play Not to Lose? →
Your Inventory Opinions and Metrics
“For a better financial return: turn your inventory and receivables more effectively.” – Random MBA alumni
Right! So, most distributors do measure and manage:
Continue reading 223. Your Fill-Rate Opinions and Metrics →