No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don\’t waste a good pandemic
Growth Strategies
Make sure you don’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don’t waste a good pandemic
What Walmart Can Teach Distributors About eCommerce
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated the “physical” market, Amazon the online market, however, the eCommerce market was growing at a much more rapid rate. Walmart made the determination that it wanted to compete … [Read more...] about What Walmart Can Teach Distributors About eCommerce
Resilience is Key to Maximizing Selling Price
While many think that there will be a number of distributors, and maybe some manufacturers, that close due to COVID-19, perhaps the bigger impact will be on distributors who survive now, hoping for brighter days, but who only survive, struggle and ultimately sell in the next three years. Resilience is the the key to maximizing your selling price. This was the point of a … [Read more...] about Resilience is Key to Maximizing Selling Price
Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally (from a staff viewpoint) and operationally. Now they are looking at “doing business” and more financially secure ones are identifying ways to take … [Read more...] about Moving from Survivability to Thriveability
Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \"the world is falling\", and it started to … and has. Humpty Dumpty fell and he then said, since his horsemen were missing (probably unemployed), \"Carmen Sandiego will help in finding the pieces (after the government offers money to stabilize employment)\" So, let’s find the pieces and help you in … [Read more...] about Market Targeting – The story of Chicken Little
COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating it to identify some key content and sharing some concepts makes it easier for you and, hopefully, more informative. Today is the last day to participate in our second COVID-19 … [Read more...] about COVID Content, Concepts & Comments
Increasing Sales Effectiveness, a COVID Opportunity?
A potential outcome of COVID-19 is a rethinking of sales organizations. You\'ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to think about your sales organization \"post COVID\". Consider … prior to the pandemic outside salespeople believed that they needed to spend time behind a windshield and needed … [Read more...] about Increasing Sales Effectiveness, a COVID Opportunity?
Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While some of the discussed services are unbundling, what is currently provided / expected, others are more consultative in nature or services that customers / contractors can outsource to … [Read more...] about Selling Services Requires a Plan & Marketing
SPAs – Is the Cat Chasing its Tail?
In a market where most experience margin stagnation or margin erosion, strategies that can help improve profitability, potentially capture sales and as enhance / ensure quality processes, should be embraced. One of these strategies, which we’ve highlighted this fall, is effective management of SPAs, It is an issue for most distributors in the industry (as well as … [Read more...] about SPAs – Is the Cat Chasing its Tail?
