Delivering for Best-in-Class Wholesaler-Distributors

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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How to Reinvigorate Your Pricing Strategy in 6 Steps – Driving Performance with Analytics #3

Reinvigorating revenue streams is a priority for distributors right now, but it’s important to pay attention to the sacrifices that come with certain tactics. These include over-discounting to bring in sales and going above and beyond in service — at a loss — to retain customers. These aren’t pricing strategies; they’re panic responses. A good [...]

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How to Leverage Sales Analytics for Successful Remote Selling – Driving Performance with Analytics #2

As distributors respond to COVID-19, they are noticing the limitations of traditional recessionary responses such as cost reduction and working capital preservation. These responses may not be optimal due to the inherent constraint of this recession: social distancing. This constraint directly affects face-to-face sales. Transitioning sales teams to work successfully in this new environment is [...]

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A Playbook for Distributors to SURGE Ahead Using Customer Stratification – Driving Performance with Analytics #1

Each of your customers brings value to your business. Some already provide a considerably high value that your business relies on, while others have significant potential that you haven’t fully tapped. Then there are the customers who cost more to serve than they provide in value. The question is: Do you know which customer is [...]

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