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      • Customer Stratification
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      • Pricing Optimization
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      • Creating Your Growth Playbook
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      • Reinventing Distributor Business Model
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      • Customer Stratification 2.0
      • Driving Inventory for Customer Experience
      • ACTPricing: Pricing for Customer Experience
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    • Customer Stratification: Best Practices for Boosting Profitability
    • Driving Profitable Growth: A Distributor’s Playbook to Generate-Manage-Sustain Competitive Advantage
    • Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line
    • Pricing Optimization: Striking the Right Balance for Margin Advantage
    • Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
    • Unlock the Power of Inventory Analytics: Aligning Working Capital in Customer Experience to Maintain Your Bottom Line
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  • Reinventing Distributor Business Model

    • April 5, 2019
    • Posted by: actvguru
    • Category:
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    Staying relevant to your customers can be a long, arduous journey with many bumps and potholes in the road. Forward thinking companies are able to short circuit this journey by proactively reinventing / adapting their business models in order to stay ahead of competitors and remain indispensable to customers. In our two decades of work with hundreds of distributors, we’ve seen that successful reinvention can happen only when you, 1) streamline your business processes and link it to financial outcomes to create ‘Alignment’, 2) incorporate customer and supplier inputs to your processes to bring Relevance, and 3) focus on efficiently building your Capability to support your stakeholders (customers, suppliers, employees, shareholders, etc.).

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  • New Science of Salesforce Effectiveness

    • April 5, 2019
    • Posted by: actvguru
    • Category:
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    Companies need to focus on both ‘sales force effectiveness’ and ‘developing competitive value propositions’ together. They cannot be optimized in isolation. In order to do this companies should first discuss these questions. Which sales force activities provide the greatest return on time and dollars invested? Are sales force efforts directed toward activities that provide the most value to present and future customers?

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  • Pricing Optimization

    • April 4, 2019
    • Posted by: actvguru
    • Category:
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    Distributors ofter confuse their “Value Create (Customer Stratification)” and “Value Capture (Pricing Optimization) decisions. It’s time to first separate, clearly understand, define and optimize these two value decisions before bringing them together to drive profitable growth.

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  • Inventory Stratification

    • April 3, 2019
    • Posted by: actvguru
    • Category:
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    Most inventory models are far too complex, which makes it nearly impossible to actively manage several things at once – from SKU (Stock Keeping Unit) proliferation, to supplier performance, to discounts, to rebates, and to purchasing price variances in the marketplace. We turn this complexity on its head by offering a systematic, easy-to-comprehend model that can be rolled out, taught, and implemented company-wide to dramatically improve working capital (turns, GMROII – Gross Margin Return On Inventory Investment, etc.) and drive profitable growth.

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  • Customer Stratification 2.0

    • April 2, 2019
    • Posted by: actvguru
    • Category:
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  • Driving Inventory for Customer Experience

    • April 2, 2019
    • Posted by: actvguru
    • Category:
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  • ACTPricing: Pricing for Customer Experience

    • April 2, 2019
    • Posted by: actvguru
    • Category:
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  • Creating Your Growth Playbook

    • April 2, 2019
    • Posted by: actvguru
    • Category:
    No Comments

    Every company seeks profitable business growth. The challenge is how to sustain that growth over time. This next set of questions determines your path: How quickly can you grow? What are the key opportunities? What approach should you take? What are your growth objectives? Are you even ready to grow? How will customers respond to your efforts?

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  • Customer Stratification

    • January 14, 2016
    • Posted by: actvguru
    • Category:
    No Comments

    In Customer Stratification, the best-selling book we co-authored and published through the NAW, we stress that NOT ALL CUSTOMERS ARE CREATED EQUAL. The problem is that most distributors have a difficult time convincing their sales force to act on this wisdom. The primary reason? Most customer profitability models are highly complex, making it difficult for the average salesperson to understand those models, let alone act upon them when working with customers.

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Inventory stratification gives you a no-nonsense approach to looking at inventory. It helps gives you a baseline in order to avoid the blanket rules that most businesses apply and provides focus on what is important.

Philippe Adre
Director of Operations, ILIA Beauty

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