Delivering for Best-in-Class Wholesaler-Distributors

5 Best Practices to Guide Your Sales Compensation Redesign – Value Creation Strategy #18

For salespeople, the top predictor of income should be performance, not tenure. But all too often, it’s the other way around. The truth is traditional sales compensation plans that are tied to territory and tenure no longer work. If you haven’t already updated your sales compensation plan to meet pandemic-induced changes in how sales teams [...]

Read More

Transition Your Sales Force into a Market-Making Machine in 2021 – Value Creation Strategy #17

The field sales rep is as American as baseball. But the traditional role of the B2B field sales rep was on a steady decline even before the pandemic, as we have lost roughly 25% of the B2B field sales jobs since 2015. In the wake of COVID-19, with tighter budgets and a spike in e-commerce [...]

Read More

How to Do Strategic Planning When Nothing Is Certain – Value Creation Strategy #16

How do you plan when all certainty has gone out the window more than once in the past year? Even with an end to the pandemic in sight, distributors may be looking at their 2020 business plan and wondering if it’s even worth putting a plan together for 2021. It’s tempting to stay light on [...]

Read More

4 Foundations of a Successful Sales Transformation – Value Creation Strategy #15

When was the last time you saw an ad for FedEx? Yet their brand remains synonymous with fast shipping. As Peter Drucker says, “The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.” No effective sales transformation happens without also building a [...]

Read More

The 3 Things an Effective Board of Directors Should Never Do – Value Creation Strategy #14

In my last post for the NAW Blog Distributing Ideas, I talked about the importance of having an effective board structure as a foundational element of a sustainable competitive advantage, whether your business is public or private. It’s a rare thing, however, and a great one in a distribution company is an exception. As I [...]

Read More

How to Build a Foundation for Sustainable Competitive Advantage – Value Creation Strategy #13

There is a lot of noise around digital transition, consolidation, manufacturers going direct, Millennials and Gen Z, and a host of other challenges facing distributors. All are important, but without three foundational elements, distributors won’t be able to tackle any of these challenges with any great sustainable impact. Effective Board Governance Over more than 30 [...]

Read More

Leading the Sales Team into a New Normal – Value Creation Strategy #12

The pandemic is affecting the ways in which many distributors operate — especially how sales teams sell. Distributors have an opportunity right now to rethink their sales structures to innovate, despite this being a trying time. To do that, we must be curious about what the new normal looks like, return to a few fundamentals, [...]

Read More

Stress Testing and Strategic Cost Reduction During the Pandemic – Value Creation Strategy #11

We’ve been tracking weekly sales in our Pandemic Revenue Index, in which distributors are reporting double-digit declines week over week. A lot of distribution companies have been handling the COVID-19 crisis moment to moment, with barely a chance to catch their breath. Despite the frenzied activity, distributors can put guardrails around their next steps to [...]

Read More

Staying Competitive in the Face of Disruption – Value Creation Strategy #10

Many distributors have been doing things the same way for years. In some cases, what worked then still works now. Yet, part of preparing for the future is preparing for the unexpected — whether that is economic volatility or other industry disruption, such as the Coronavirus. There are three kinds of information. Facts, informed opinions [...]

Read More

Winning in a Post-Amazon World – Value Creation Strategy #9

Many distributors think they need to look like Amazon to compete in today’s market. After all, more than 197 million people visit Amazon every month to shop the more than 12 million products available, according to BigCommerce. But just because Amazon is a household name doesn’t mean that distributors need to emulate its every move [...]

Read More
ajax-loader