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An era of diminishing returns: why no one needs a new BI solution

Technological innovation will continue to drive the scientific, educational, and business communities forward. There are times when the pure act of innovation allows subsequent applications of a new technology beyond what was originally anticipated. The US Space Program is a classic example of this. CPU processing power and digital storage improvements have launched “Big Data” […]
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Technology Implementation Best Practices for Distributors

Distributors equipped with the right technology solutions can reduce costs and operational inefficiencies, boost performance and productivity, enhance their employee experience, and even transform the customer journey. But selecting the right technology is only part of the equation. Your implementation strategy is an important factor in determining how effectively any given solution can impact overall […]
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The Future of Business Intelligence: Like it or Not, Microsoft has Already Won the BI Battle

Microsoft’s Power BI has won the scramble to become the standard in the Business Intelligence space.  You might want to stop reading now but let me explain further. I am not saying Power BI has the absolute best feature set. I am not saying Power BI is necessarily the easiest platform to learn. I am […]
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How to Stop Organizational Knowledge Loss with Customer Stratification

Knowledge loss. It’s the shared risk that companies grapple with as they undergo the normal ebb and flow of employee churn, leadership exit plans, and even staff reduction or layoffs. The pandemic environment–and the Great Resignation that followed–taught us many lessons about knowledge loss. According to Gartner, The cost of knowledge loss that results from […]
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Freight-In Cost: A Crucial Component of Customer Stratification

Customer stratification is a framework that produces an in-depth understanding of how your customers are impacting your bottom line, allowing you to rank your customers on multiple key performance factors. Without this insight, defining and deploying results-driven sales strategies, assessing their impact, and making decisions about how your sales team best prioritizes their resources becomes […]
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Cracking the Code to Strategic Pricing: Customer Stratification

The pressure to win business in the distribution and manufacturing sectors is fierce. For many companies, just being able to hold onto existing market share—much less stimulating growth—poses enough of a challenge. Often, business leaders aren’t aware of the multiple ways in which strategic pricing can directly help them achieve their goals–and they are equally […]
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Distribution KPIs that Drive Performance

Over the last few years, distributors have had more than their fair share of challenges, ranging from supply chain disruptions and inventory issues to unpredictable consumer behaviors and labor shortages. Market indicators suggest these disruptions are here to stay, and the businesses that thrive are those that take this “new normal” into account when revising […]
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Customer Segmentation Models Help Mitigate Risk

“Know Your Customer.” Deeply ingrained in the minds of those in the financial sector, this widely held business principle is a nod to best practices centered on various analyses and regulatory compliance procedures designed to mitigate risk introduced by customers into the business model. Customer segmentation models, also commonly referred to as “customer stratification” produce […]
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Employee Experience Strategy for Distributors

The best distributors in the industry make creating a positive employee experience a top priority. That’s because it’s closely correlated with increased productivity. Moreover, companies with satisfied employees also tend to have happier customers.  Having a positive employee experience is also associated with lower turnover, a greater ability to attract top talent for open positions, […]
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Plagued by Product Proliferation? Check Your Sales Strategies.

In many cases, sales strategies designed to drive ambitious rates of growth in top line revenue have an underlying supporting tactic: maintaining maximum customer demand satisfaction regardless of the customer profile. This tactic is executed by a robust investment in inventory to meet the widest spectrum of customer preferences. If you think that investing in […]