Delivering for Best-in-Class Wholesaler-Distributors

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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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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