Delivering for Best-in-Class Wholesaler-Distributors

Data-Driven Selling: 3 Common Mistakes (and How to Stay on Track)

Data-driven selling can be incredibly powerful for distributors. The right insights and information, packaged the right way, provided at the right time, and launched with proper training can be a game-changer when it comes to driving profitable sales growth. This approach: Aligns the entire company around key performance metrics. Reduces perpetual firefighting and leads to [...]

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When Lean Meets Sales Management: 5 Tactics That Boost Value-Based Selling

Lean principles state that to eliminate waste and optimally use resources, we should spend more time on customer-value-add (CVA) activities rather than business-value-add (BVA) and non-value-add (NVA) activities. Based on the Lean logic, we can call CVA the excellent business we must stretch and protect, or the "business we want to do." Customer relationships that [...]

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3 Analytics Oversights that Stunt Growth for Distributors – Driving Performance with Analytics #14

In our article, Tips to Manage Blind Spots Using the Growth Cube Framework, we outlined how analytics can help distributors avoid blind spots that manifest in distinct phases of growth planning and ultimately impede growth. These phases are Generate Growth, Manage Growth and Sustain Growth. The four foundational analytics to deploy in these Growth Cube [...]

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Four Steps to Effectively Manage Your Sales Organization – Driving Performance with Analytics #13

Many distributors struggle to manage their sales teams effectively. They oversimplify the sales management function, failing to recognize that every salesperson is unique and requires a customized approach. Effective sales management demands a close evaluation of your sales force with the goal of segmenting salespeople by the characteristics of their performance, also known as sales [...]

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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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