Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
Are you looking for a practical, actionable framework for improving your ROI and shareholder value? This best-selling book that does just that and more. Not only does it outline a framework and methodology for assessing and optimizing profitability, but it also breaks down the real-world application of best practices in each aspect of your business.
Based on research gathered from 84 wholesale distribution firms, this book outlines 47 best practices and how actual distributors have executed them in seven distributor functions: source, stock, store, sell, ship, supply chain planning and support services. It describes how these practices have improved shareholder value and how you can use them to do the same. You’ll get 50 action steps you can take right away, detailed walk-throughs and a clear understanding of the link between processes and shareholder value.
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
Does your value proposition align with your customers’ needs? If you don’t assess and adjust your value to better serve your customers, even the most ardent sales and marketing teams won’t be able to make the most of every customer relationship. Plus, in today’s digital market, you’re at greater risk of losing customers to companies with more strategic value propositions.
This book provides an actionable sales and marketing framework that you can customize to your business needs and goals. It features 30 best practices and 122 examples from actual wholesaler-distributors, as well as 60 action steps to apply in your business right away. It addresses valuable best practices in areas like market segmentation, business development, sales force stratification and more. It also emphasizes the connection between these processes and enhanced shareholder value.
Customer Stratification: Best Practices for Boosting Profitability
Not all customers create equal value, so why use the same strategy with all customers? Optimize the profitability of customer relationships by categorizing them and adjusting your approach accordingly. This is known as customer stratification and it’s a relatively new strategy in the distribution business. This books acts as a pioneering study and guide based on real-world experiences that can get you up to speed and on to greater profitability.
Using research compiled from 68 wholesaler-distributors that have implemented customer stratification models, this book presents the best practices for stratifying customers. It provides a framework and 20 action steps to achieve greater customer value. You’ll learn how to assess each relationship according to buying power, customer loyalty, profitability and cost-to-serve. Then, you’ll get a roadmap to creating greater value by addressing increased revenue, decreased expenses and optimal allocation of assets.