Can You Afford Declining Margins?
2016 seems to have been the \”year of pricing\”. A number of distributors either discussed, or undertook, pricing initiatives this past year. In many instances it was a desire to …
Pricing
An Industry Undergoing Change
We\’ve just passed the 6 month mark for the year and while there has been much change, the past month highlighted many and accelerated some. Consider: Consolidation Shealy sells to Border …
Drive for Data
Over the past month or so Allen and I have had a number of calls for data. Some are from owners / senior management, some from marketing personnel and some …
Moneyball for Growth
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that …