Delivering for Best-in-Class Wholesaler-Distributors

Assess, Compete, Transform: The Peak Performance Cycle – Driving Performance with Analytics #13

Understandably, distributors find themselves fighting fires with distribution in such a state of flux and transformation, post-COVID. However, as easy as it is to blame the current environment, the reality of firefighting in distribution is commonplace. Most distributors suffer from breakdowns in what we call the “peak performance cycle” for any high-functioning distributor: Assess, Compete, [...]

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7 Keys to Implementing an Individualized Approach to Sales Training – Driving Performance with Analytics #12

In our book for NAW, Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution, we provide comprehensive, research-based best practices and tactics for improving sales and marketing at your distribution company. One key tactic we explore is the "I7 Training Framework." With this framework, distribution leaders get a strategic approach to sales force training [...]

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Tips to Manage Blind Spots Using the Growth Cube Framework – Driving Performance with Analytics #11

Growth planning has always been essential when operating a distribution company. That’s why we created the distributor’s playbook to generate-manage-sustain competitive advantage. But this year, distribution leaders must account for ways their operations have changed due to the Coronavirus pandemic. Today’s growth planning calls for a few changes of its own, and for many distributors, [...]

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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 [...]

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Defining the Six Faces of Your Value-Based Pricing Cube – Driving Performance with Analytics #9

Pricing is one of the most complex day-to-day decisions in any business environment, and the distribution industry is no exception. In fact, pricing is the most critical profitability lever for wholesaler-distributors due to their position in the supply chain, ever-increasing competition, and other business forces like commoditization and globalization. The range of variables involved in [...]

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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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3 Analytics Myths Holding Distributors Back – Driving Performance with Analytics #7

If you’re considering analytics as a means to drive profitable growth in 2021, you’re on the right track. The distribution industry is facing an uncertain market, digital acceleration and a changed landscape. Analytics can help distributors make data-driven decisions to stay on course and be successful. Yet many still hesitate to invest in analytics. Or [...]

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4 Mantras for Distributors to Expertly Manage Change – Driving Performance with Analytics #6

In our book for NAW, Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line, we present 47 best practices for distributors to apply in their businesses, along with plentiful resources and examples for mastering the process. However, we’re aware that just crossing the starting line can be a challenge — especially in such uncertain [...]

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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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3 Steps to Managing Market Shifts with Inventory Analytics – Driving Performance with Analytics #4

The ongoing uncertainty and complexity due to COVID-19 has many longing for the days before it was part of our vocabulary—and our lives. However, the world isn’t likely to revert any time soon. That means distributors need to look forward, assess their new surroundings and reorient. One area that needs strategic adjustment is “demand planning,” [...]

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