Archives

10 Results
If you do not see the desired result, please revise your search term.
post

Customer Stratification for Manufacturers: When Cost to Serve Exceeds Profitability

Best Practices for Boosting Sales Margins. A survey by Earnest & Associates (E&A) has affirmed the critical need for distributors to spend less time with their poor, profit-draining customers – a key to boosting sales margins. Over one hundred decision makers at small to medium sized businesses (SMBs) in the wholesale/distribution trade participated in the […]
post

Customer Stratification: a powerful pathway to profitable growth

One of the core themes from the 2023 NAW Executive Summit was that businesses must shift focus from top line revenue and market share growth to creating strategies for promoting growth with profit. The post-COVID economy taught businesses a harsh lesson – without sufficient liquidity, companies cannot navigate and adapt to market disruption. As a result, businesses […]
library

4 Ways to Increase eCommerce ROI with Customer Stratification

post

SPEED Up Sales and Profits in 2023

How Companies Can Capitalize in a Challenging Economy. SPEED* is a methodology defined by the National Association of Wholesaler-Distributors (NAW).  Leveraging the insights gained from a Customer Stratification analysis, SPEED can help your wholesale/distribution business grow sales more profitably and sustainably in 2013, as follows: Start by modeling what your Core customers tend to buy from you. Then, […]
post

How Empowered Companies Regain Control of Their Sales Processes

A survey by Earnest & Associates (E&A) has affirmed that price haggling remains a problem in the wholesale/distribution industry. Over one hundred decision makers at small to medium-sized businesses (SMBs) in the wholesale/distribution trade participated in the survey. 61% of respondents agreed with the statement, ‘Too many customers haggle with us over price’. In fact, […]
library

Know More, Sell More, Make More

post

How Customers Are Using Customer Stratification to Grow Their Business

Over the years, I’ve worked with many of the well-known enterprise resource planning (ERP) software solutions that have been designed specifically for the wholesale/distribution industry.  Invariably, these ERPs have been designed to group items in some unique or specific way – with varying degrees of success.  The best ERPs help managers review item movement histories to make smart replenishment decisions and/or analyze past sales data […]
post

Do Or Do Not. There Is No Try.

I’ve never been a Star Wars fanatic but like most people, I’ve been a casual watcher of these hugely popular films. To me, the most interesting character has always been Yoda. Inspired by George Lucas’ fascination with Eastern philosophy, Yoda personifies the power that comes from a life dedicated to learning, discovery and self-discipline. “The […]
post

Your Start Does Not Determine How You’re Going to Finish

Famed NFL Head Coach Herm Edwards said, “Stay focused. Your start does not determine how you’re going to finish.” The play starts when the center snaps the ball. Pass receivers run down the field using different patterns: a wide receiver might run towards the middle of the field while another might run straight towards the […]
post

Plan Your Work and Work Your Plan

NFL football coach Marv Levy said, “Plan your work and work your plan.” It’s a simple but meaningful phrase that can empower us as athletes, individuals and business people. Coach Levy may not be as familiar to younger football fans as other legendary NFL coaches but rest assured, his resume is impressive. Levy is the only […]