Category Archives: Distribution Strategy

27. 8 Ways to Engage Distributor Employees with All-Win Information

Concierge Customer Service, Core Renewal, Distribution Strategy, Index

According to a March 2016 Gallup poll, only 33% of U.S. employees were “engaged” with their jobs. But, what if I told you that you could get much higher engagement, as well as increased growth and profit rates, simply by ensuring that all of your distributor employees know the answers to these game-changing questions? It’s true! Here are the questions:

  1. Who are the top 10 most (potentially) profitable customers that pay a disproportionate amount of your profits and payroll?
  2. What are the customer/niche-tuned service metrics that they want?
  3. How do department metrics help improve key- account service metrics?

    4. Continue reading 27. 8 Ways to Engage Distributor Employees with All-Win Information →

25. 7 Distributor Beliefs that Just Aren’t So

Distribution Strategy, Index, Profit Analytics
“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”    Mark Twain

The founder of Waypoint Analytics, Randy MacLean, recently spoke to a distributor group on: “Seven Limiting Beliefs That Prevent Profits”. The group’s Executive Director asked Randy for a summary article to share more widely.  Randy obliged. Now, you too can read it at his web site. (Link below).

Continue reading 25. 7 Distributor Beliefs that Just Aren’t So →

21. Do Your Most Profitable Thing

Distribution Strategy, Index, Line Item Profit Analytics, Profit Analytics

Regarding Next Year’s Branch Plans

Sit through a day of branch managers’ presentations on: “Next Year’s Plans”. How often do you hear (every year)…

“We are going to (try harder) to: buy a little better, sell a little higher and get more efficient at (various) operational costs and execution of (product-centric) sales promotions.”

Excellent! But, tackle these questions too:

Continue reading 21. Do Your Most Profitable Thing →