Taking Unfair Share with Improved Distributor-Supplier Analytic Partnerships

In my career as a distributor leader, negotiating our annual agreements and getting ready for annual distributor-manufacturer planning meetings took a lot of effort. It was a season with feelings that often ranged from pure excitement to occasional dread. The planning season was dominated by an established process and company habit. Often the supplier meeting scorecards and planning we did year after year had the same tried-and-true metrics that we probably had not changed since about 1919. Most manufacturers and distributors crave process and consistency and "If ain't broke, don’t fix it."…