There is a growing realization in today’s hypercompetitive and disrupted markets that the only brand value that counts is the one that is created through intentional interactions between humans, either online or in person. Brands are created through experiences, and experiences are created by two or more humans doing something together. Experiences are unique and flexible, since feedback is [...]

It’s time to kick-start collaboration between distributors and suppliers. The premise is that the traditional value chain is under attack and any solution must involve new and intensive collaboration between these long-standing partners. Many initiatives fall short, however. They fall short not because of a lack of willingness by either party, but because the conversations go too quickly to [...]

Distributors are a channel. So are dealers, retailers, grocery stores, coffee shops and contractors. Technically, a channel is any business that provides an assortment of products, adds services and makes a sale. Some channels sell primarily to businesses (B2B), while others sell primarily to consumers (B2C). All channels strive to create a unique customer experience, leverage products and [...]

You may be asking, “Why is it important to innovate?” Let’s go back 40 years and look at a company that was at the top of its game. I was just entering the workforce, and one of the premier companies to land a sales trainee position with was Eastman Kodak. The company had its choice of who to hire, and making the cut was difficult. One of my classmates made the cut and we collectively [...]

A digital vision and a proactive approach to developing new capabilities are absolutely essential for channel innovation. I was reminded of these critical requirements as I answered questions for Dr. Mathew Allen Woolsey, host of the Transformational Energy Leadership internet radio show. Our session, Leading Through Transformational Channels, explored a wide range of topics from defining [...]