https://youtu.be/LjMv3GV4Zq4 Forget the NPL/NPI checklist. The end of your stage gate process should should be the beginning of a long-term commitment to solution selling and customer adoption. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.
https://youtu.be/EktOAeiSjAE Things have changed for distributors, but many suppliers are using the same old playbook. James Dorn, John Gunderson and Jim Perdue discuss what the top performers are doing to grease the skids for their channel partners.e. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business. Video Transcript: Jim Perdue: Because distributors are hungry for that. They're no longer interested in selling only products and components. They're looking for these solution sales because that makes their [...]
Too many companies today are trying to emulate, or even copy, the strategies of their competitors thinking it will help their business in the same way it helped the other. Take Amazon, for example. Amazon is widely successful in its strategies and would seem like a great business model. But if all you do is copy Amazon, you won’t get the result you need. Although patterning your strategy off of other successful businesses seems like a viable approach, it won’t get you where you want to go in the end. You’ll [...]
How can manufacturers balance the push-pull investments they need to have to make it in today’s rapidly changing environment? A major problem today is that those who have relied solely (or put the majority of their investments) on the push side of things are now being superseded and left behind by manufacturers who have invested in both the push and pull and are doing it more effectively. So much is changing, and these manufacturers don’t have the resources or the interactions with end customers to build brands anymore. They’re still running [...]
https://youtu.be/ur1wDJH7I9Y 9 out of 10 manufacturers want access to more point-of-sale data. But who needs POS when you've got market intelligence? Watch James Dorn and distribution veteran John Gunderson explain. Thoughts? Questions? As always, feel free to reach out to talk in greater depth about these and other issues impacting your business.
