"Downsize Sales-Force Capacity & Pay On Customer Profitability" June 2009 # 4.11
Rethink "Business Intelligence" (BI) and "KPI's" Jan. 2009 # 1.24
Downsize Strategically To Reinvent Service Value Profits Jan. 2009 # 2.30
Marketing Plan 2009: Sell More Old Products To Core Customers! Dec., 2008 # 2.29
2009's Strategic Plan: Customer Profitability Analysis Plays! Dec., 2008 # 1.23
How To Grow Profits AND Shrink Assets In a De-leveraging Credit Curnch World Oct., 2008 # 1.22
Global, Credit-bubble Unwind + Peak Oil = Re-planning Sept., 2008 # 1.21
The Professor and The Distributor Think About "Restructuring" June, 2008 # 1.20
Distribution Channel Roll-Ups: Cons and Cures June, 2008 # 2.28
Realizing the Potential of Activity Based Costing (ABC) May, 2008 # 2.27
Global Trends For Private Label Products (PLPs) May, 2007 # 1.19
Four Distributors Think About Their I T Future March, 2007 # 1.18
Change Your Corporate Culture To Enable change? February, 2007 # 1.17
Change Your Corporate Culture To Enable change? February, 2007 # 1.16
- BUSINESS ENVIRONMENT STRATEGY
1.1 Competing in Mature Industries 1435 words
1.2 Growing Profits Not Necessarily Volume 1250 words
1.3 Lessons From the 1980's 658 words
1.4 Guidelines for Changing Channels of Distribution 1030 words
1.5 Reorganize Around the Customer 1727 words
1.6 Changed number to 7.2
1.7 "List Price" Is Obsolete 1988 words
1.8 Regarding 1995�s Strategic Plan 2044 words
1.9 Tough Times Are Just Beginning 1342 words
1.10 Post Bubble Economy Management 2182 words
Economic Support Notes for Article 1.10 2075 words
1.11 Strategy For "06? Stop Doing What We're Doing! 1350 words
1.12 Why The Hubbub About "Innovation"? 1325 words
1.13 Raise Corporate Innovation Capability in '06 1090 words
1.14 Developing Unique Strategic Insights (USIs) in 2006 1359 words
1.15 Go Deep On Fill-Rate Economics; Change Strategy 2,150 words
1.16 Change Your Corporate Culture To Enable Change? 868 words
1.17 Questionate To Renew And Grow 1630 words
1.18 Four Distributors Think About Their I T Future 2740 words
1.19 Global Trends For Private Label Products (PLPs) 1883 words
1.20 The Professor and The Distributor Think about �Restructuring 2015 words
1.21 Global, Credit-bubble Unwind + Peak Oil = Re-planning 1774 words
1.22 How To Grow Profits AND Shrink Assets In A De-leveraging, Credit Crunch World? 940 words
1.23 2009's Strategic Plan: Customer Profitability Analysis Plays! 1150 words
1.24 Rethink "Business Intelligence" (BI) and "KPI's" 880 words
1.25 Actionable Information Insights to Grow Profits 2,270 words
- GENERAL STRATEGIC HOW-TO METHODS
2.1 Achieving Sustainable Profit Power 1122 words
2.2 Improving Productivity; Priority Areas and Achieving Lasting Results 970 words
2.3 Measure Customer Profitability and Act 1238 words
2.4 Strategies for a Downturning Economy 1464 words
2.5 Strategic Alliances; Where are the Results 1080 words
2.6 Growing and Coordinating Stakeholders Commitment 871 words
2.7 "Kaizen" or Continuous Improvement - But How? 956 words
2.8 Grow at a Long-Term, Stable Rate; Don't Flame Out 1257 words
2.9 Selling Tactics for a Slow-Growth Economy (Oct. '91) 1075 words
2.10 Trade Credit Has Become Venture Capital; Bet It Wisely 1714 words
2.11 Information Rich, But Knowledge Poor? 1308 words
2.12 Information into Knowledge Case #1: Why is a Branch Profitable? 1485 words
2.13 "Strategic Planning" - Usually Isn�t 1050 words
2.14 Good Wholesalers to Great Ones � Quickly(?) 1034 words
2.15 Tackle the Small Order Problem � Now! 1336 words
2.16 E-MC2 Measurements for Distributors 1826 words
2.17 Why Aren�t "Best (Distributor) Practices" Happening 1116 words
2.18 Data Into Dollars 1680 words
2.19 Re-thinking Distributor Profitability 1775 words
Case Study for Article 2.19 780 words
2.20 A Strategic, Time Management Assignment 1180 words
2.21 Tarketing New Profit Growth Opportunities 1180 words
Support Notes for Article 2.21 460 words
2.22 How Can Channel Players Re-deploy Master Wholesalers 1620 words
Support Notes for Article 2.22 2100 words
2.23 "Supply Chain Redesign = Strategy"; Every Channel Players Equation 1490 words
Support Notes for Article 2.23 1087 words
2.24 Fast Growing, Master Distributor Story: An Interview With John Tracy, President Of Dot Foods 2900 words
2.25 Restructuring Wholesale Channels: Three Cases 2004 words
2.26 Stale Strategy? Try A Strategic Conversation 1371 words
2.27 Realizing the Potential of Activity Based Costing (ABC) 1530 words
2.28 Distribution Channel Roll-Ups: Cons and Cures 2757 words
2.29 Marketing Plan 2009: Sell More Old Products To Core Customers 1310 words
2.30 Downsize Strategically To Reinvent Service Value Profits 1550 words
2.31 Distributor, Inc.'s Profitability Turn-Around 1568 words
2.32 "Quantum Profit Management" (QPM) For Distributors 1016 words
2.33 "Tap Into Hidden Profit Sources (Or Die Slowly)" 2065 words
2.34 "Think Big, Act Small With Brilliant Mistakes" 1185 words
2.35 "Define, Measure and Renew Your Core, Cash-Cow" 1136 words
3.1 How to Define Perfect Service 1027 words
3.2 A Service Goal-the Unconditional Guarantee 1124 words
3.3 Retain Profitable Customers to Grow 1180 words
3.4 Selling Perfect Service Through a Channel 466 words
3.5 Earn High Returns with Heroic Recoveries 1231 words
3.6 Is the Balridge Award for Small Service Firms Too? 1080 words
3.7 Succeed With The Service Economics Chain 159 words
3.8 Selling and Getting Paid for Better Service 1359 words
3.9 TQM Resuscitation Tactics 1120 words
3.10 Information into Knowledge Case #2: Measuring for Margin Power 1180 words
3.11 What Happened to Service America 1680 words
3.12 Affordable Education For Front-Line Employees 1060 words
3.13 Maintaining Distinctive Service Value 1271 words
Support Notes for Article 3.13 1062 words
3.14 Google's Service Value and Ours 1810 words
Support Notes for Article 3.14 1800 words
3.15 Turning Distributor Back-Order Costs Into Profits 3742 words
4.1 Niche Marketing 1247 words
4.2 Sell With the Total Procurement (TPC) Model 1375 words
4.3 Purchase With the Total Procurement Cost (TPC) Model 1277 words
4.4 Turn Salespeople into Trade Credit Assistants 1200 words
4.5 Reinventing Field Salesforce Productivity 1358 words
4.6 Is Relationship Marketing Appropriate for your Firm? 1398 words
4.7 What does "Sell Smarter" Mean? 1456 words
4.8 Zero Sales Reps by 2000! 1236 words
4.9 Sell Products AND A Win-Win Relationship 1398 words
4.9 Support Notes 1398 words
4.10 Transform Big Losing Accounts To Winners 1740 words
4.11 Rationalize Sales-Force Capacity; Pay On Customer Profitability 2061 words
4.11.1 Sales-Force Coverage Spreadsheet ------
4.12 Fast Heroics For Random Events At Strategic Accounts 1,280 words
4.13 How To Re-think Rep Territories and Incentive Pay 2,668 words