Author: Brent Johnstone, Analytics and Technology Expert Focused on Wholesale Distribution
Portfolio Management: Distributors’ Advantage Over Amazon – Driving Performance with Analytics #10
Amazon continues to be a disruptive threat to distributors with its massive footprint and unparalleled efficiency. As I watch the industry respond and attempt to adapt to Amazon’s inroads, it reminds me of what I saw while working on Wall Street into the early 2000s. At that time, discount brokers began to use their scale [...]
5 Benefits that Prove Customer Stratification Is More than a Sales Tool – Driving Performance with Analytics #8
In our playbook for distributors to SURGE ahead using customer stratification, we outlined ways distributors could segment customers to boost profitability — particularly to mitigate the impacts of the COVID-19 pandemic. We believe it is a foundational analytics practice for any distributor. And its applications in the pursuit of profitable growth are almost endless. Customer [...]
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A Mid-Crisis Assessment to Prepare for the New Normal – Driving Performance with Analytics #5
During and after extreme disruption, such as that caused by the COVID-19 pandemic, the thought of doing a performance assessment can be overwhelming. However, taking a microscope to performance in a time of crisis can tell us more about our core underlying capabilities than in a time of stability. Disruptions magnify strengths and weaknesses. Challenges [...]
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