Staying relevant to your customers can be a long, arduous journey with many bumps and potholes in the road. Forward-thinking distribution companies short circuit this journey by proactively reinventing/adapting their business models 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 into your processes to bring Relevance, and 3) focus on efficiently building your Capability to support your stakeholders (customers, suppliers, employees, shareholders, etc.). Join us for this intensive 1.5-day workshop.

Staying relevant to your customers can be a long, arduous journey with many bumps and potholes in the road. Forward-thinking distribution companies short circuit this journey by proactively reinventing/adapting their business models 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 into your processes to bring Relevance, and 3) focus on efficiently building your Capability to support your stakeholders (customers, suppliers, employees, shareholders, etc.). Join us for this intensive 1.5-day workshop.

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.

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.

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.