Category Archives: WayPoint Analytics

75. Innovation Vs. Echo Chambers, HiPPOs and ZEBRAs  

Distribution Strategy, Index, WayPoint Analytics

Innovation is the process of creating something significantly new that replaces, at least to some degree, old ways. However, old ways are often overseen by experienced people and innovation will always be resisted by some groups. There are a few well-known types:

  • Echo Chambers (also known as Groupthink)
  • Highest Paid Person Opinions (HiPPOs)
  • Zero Evidence But Really Arrogants (ZEBRAs)

You must be able to anticipate these hurdles or the current changes in the distribution channels will consume your company. Continue reading 75. Innovation Vs. Echo Chambers, HiPPOs and ZEBRAs   →

74. Millennials Want Their Corporate Amazon, So Does Big Government

AmazonBusiness, Distribution Strategy, Index, WayPoint Analytics

Recent data shows that 23% of consumers are digitally-obsessed buyers, and this number just keeps on growing. Even at work, millennials immediately compare their internal buying system to Amazon’s (AMZ) offerings. What are they finding? Some pretty important features including more choices, more product information, faster ordering, faster fulfillment, and increasingly often, lower prices.

Some corporate procurement departments have taken notice and set up a contract with AMZ-BIZ to complement their existing supply contracts. What are the results?
Continue reading 74. Millennials Want Their Corporate Amazon, So Does Big Government →

73. Do You Have a Living Channel Strategy?

AmazonBusiness, Distribution Strategy, Index, WayPoint Analytics

Legacy channel executives will want to pick up a copy of The Living Supply Chain, by Robert B. Handfield and Tom Linton. I recently reviewed and recommended it on Amazon. The authors make the case that a convergence of maturing technologies is enabling supply chains to become LIVING, their acronym for what they see as the new key supply chain components: Live, Intelligent, Velocity, Interactive, Networked, and Good. The authors focus more on inbound global supply chains to factories, but you can sample their observations just by shopping through Amazon.

Amazon already gives you interactive, mobile, bottom-up information

Amazon is consistently number one in ratings for online shopping experience. A big benefit is their bottom-up, crowd-sourced reviews, ratings of the reviews, FAQs, photos, and ever-growing library of product-related videos.

Continue reading 73. Do You Have a Living Channel Strategy? →

71. Newspapers and Channel Reps: Are They Still Vital?

Distribution Strategy, Index, WayPoint Analytics

On July 10, 2017, the News Media Alliance, a trade lobby group representing 2,000 news organizations, called on congress to pass an antitrust exemption.  Essentially, this exemption would to try to fix prices with Facebook and Google for online advertising dollars and for access fees to the digital content of newspapers.

The political reason presented is that good journalism is vital to a healthy democracy. The economic reasons stem from the fact that newspapers continue to downsize from their previous monopoly status. In the past, distribution of physical newspapers along with classified ads, consumer goods advertising, and employment ads was geographically confined. One newspaper could dominate with careful management of readers, printing, delivery, and advertising reach. Continue reading 71. Newspapers and Channel Reps: Are They Still Vital? →

70. Who’s Nibbling Your Cheese?

AmazonBusiness, Distribution Strategy, Index, WayPoint Analytics

Spencer Johnson, who wrote many motivational business tales, including Who Moved My Cheese?, recently passed. Published in 1998, the book sold 25 million copies. The short fable starred two mice named Sniff and Scurry and two small, challenged humans named Hem and Haw. All four lived in a maze feeding upon a depleting pile of cheese that one night got moved. How does Cheese relate to distribution?

The mice teach the humans to have courage, to take risks and explore, looking for new opportunities, instead of dying in place. The book became a bestseller because of its inspirational message to pursue necessary changes.

But, inspiration alone doesn’t effect change. Who Moved My Cheese? doesn’t offer a full change management recipe. For a fable with the full recipe, read John Kotter’s Our Iceberg is Melting (2006). In this tale, some clever penguins teach the reader Kotter’s eight-step process.  Continue reading 70. Who’s Nibbling Your Cheese? →

69. The Many Faces of Amazon

AmazonBusiness, Distribution Strategy, Index, WayPoint Analytics

Amazon (AMZ) is continually pushing the boundaries of innovation in distribution. Following their ever-evolving methods for consuming channel volume is a full-time job. Depending on your perspective, AMZ has become your friend, your foe, maybe even your partner. However, one thing is for sure across the board: Amazon should be your role model for innovation in distribution.

My presentation at the Advanced Profit Innovation Conferences coming up this fall take a deep dive and explain why I say this. Here are the dates:

The live discussion will take a look at AMZ’s latest moves in the marketplace. I will attempt to answer and analyze what I think are the most important questions so we can all learn from the master. Continue reading 69. The Many Faces of Amazon →