Survey: 80% of McKinsey Clients Fret Business-Model Risk

So much for global-2000 CEOs. What are distributor CEOs thinking?    

1. What percent of distributors – with commissioned, field-sales reps- have business-model worries?
2. What percent believe the results (from multiple surveys) that: a majority of millennial B2B buyers don’t want regular sales calls; or, to pay for them in higher prices?  
3. How many CEOs are “well-informed” about their key suppliers’ plans for: digital engagement of end-user customers along with new, omnichannel journeys for them?
4. What are the dis- and re-intermediation realities of suppliers’ digital plans?

Continue reading 228. Disrupt Your Own Business and Selling Models in 2021 →

Beginning of the year Planning Questions:

Does your firm set target “numbers”: budgets and financial, in the form of “stretch” goals?

1. If so, what will you do differently to fill the stretch gap? And, any specifics for digital transformation necessities?
2. Will your “strategy changes” threaten the status quo? Or,
3. Will they fine-tune what you know and have been doing?
4. Will debates be only about choosing and prioritizing the type of lipstick or dresses to put on the same old activity bundle?
5. Has this process achieved stretch goals in each of the past five years?

Continue reading 227. In 2021, do the Numbers, Strategy and Catalytic →

Have you heard: “It’s time for stakeholder capitalism” (v. “shareholder capitalism”). These terms are irrelevant to non-public companies (like most distributors). The phrase is code for legislating more -compensation, benefits, and job security – to workers which will add friction to the US economy.

Continue reading 224. “Stakeholder Capitalism”? →