At ACTvantage, we developed a Growth Cube Framework to help distributors plan for robust and sustained growth. We created this framework by analyzing the financial statements of hundreds of independent distributors and over 40 public distributors,... Read More
Distributors who still use traditional pricing methods like cost-plus and market-based pricing often leave margin on the table. Instead, distributors should update their approach to be value-based. A value-based pricing strategy takes customers’... Read More
Amazon poses quite a threat to the distribution industry, considering its capabilities and its size. It’s reminiscent of how discount brokers disrupted the personal finance industry, threatening to devalue full-service brokers entirely. Read More
In a companion piece to his MDM article explaining portfolio management and its benefits in distribution, Brent Johnstone provides a guideline to help distributors apply the strategy. Read More
There are distinct parallels between the financial world and the distribution world. One that particularly stands out is the disruption of a “discount” option in the market. In personal finance, it was discount brokers like E*Trade. For... Read More
In distribution, pricing is as critical as it is complex. Yet, when pricing decisions are being made, the many variables involved are often condensed and scanned in a moment rather than being strategically analyzed to determine the most optimal... Read More
Customer stratification is not just for sales. When used strategically, it can help you build a strong foundation for growth and provide organization-wide benefits like: Read More
Customer data can provide significant value for distributors, particularly when emerging from a year like 2020. However, the sheer amount of data available can be intimidating at first glance. The key to simplifying customer data and turning it into... Read More
Analytics can help distributors stay profitable and growing as the market remains turbulent and unpredictable. But skepticism keeps even the most successful in the industry from taking the leap. That’s thanks to so many popular myths around these... Read More
For most distributors right now, change is essential to adapt to the challenges presented by COVID-19. But making a change, taking that first step, can be the hardest part of the whole process. Distributors hesitate to “rock the boat.” They don’t... Read More
Demand planning has been challenging since the COVID-19 pandemic hit. Distributors’ demand planning teams have had to work with uncertainty from both suppliers and customers. Read More
Strategic planning for 2021 shouldn’t look like it always has because your distribution business probably doesn’t look like it always has. For most, there’s been substantial change imposed by social distancing, rapid digital acceleration, supply... Read More
Crises present an opportunity for a forced reset. If you’ve been sacrificing margins to gain market share and drive the top line, this tactic won’t lead to healthy, sustainable margins. You must shift away from a focus on winning customers before... Read More
Sales teams are greatly affected by the constraints of social distancing. They face challenges on two fronts: skill and will. Read More
As you’re going through this pandemic, some of your business processes are likely proving to be inefficient. If you’re going to be successful in the new normal, they’ll need substantial improvement. We’ve identified 47 best practices in our book,... Read More
A performance assessment may be last on your list right now as you combat the impacts of extreme disruption. However, doing an assessment mid-crisis can help you identify your strengths and weaknesses and start making improvements that make a... Read More
