MCG ARTICLES
Commentaries
Recently published articles:
"How To Re-think Rep Territories and Incentive Pay"
  March, 2009   # 2010
"Define, Measure and Renew Your Core, Cash-Cow"
  December, 2009   # 2.35
"Actionable Information Insights to Grow Profits"
  October, 2009   # 1.25
"Turning Distributor Back-Order Costs Into Profits"
  September, 2009   # 3.15
"Fast Heroics For Random Events at Strategic Accounts"
  August 2009   # 4.12
"Think Big, Act Small With Brilliant Mistakes"
  July 2009   # 2.34
"Quantum Profit Management" (QPM) For Distributors"
  June 2009   # 2.32
"Distributor, Inc.'s Profitability Turn-Around"
  June 2009   # 2.31 "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1.7 "List Price" Is Obsolete 1988 words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
SERVICE MANAGEMENT
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
SALES/MARKETING
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 PEOPLE MANAGEMENT
5.1 Why are a Majority of Incentive Plans Failing 1111 words
5.2 Pay 150% to Get 200% Output 1300 words
5.3 Share the Numbers with All Employees-Now 1134 words
5.31 Share the Secret - "Profit" Is A Clean Word 1368 words
5.4 How to Get Employees to Make Good Mistakes 1213 words
5.5 Measurement Systems that Spark Productivity 1164 words
5.6 Why Employees Must Come First 937 words
5.61 Employees As Appreciating Assets 941 words
5.7 Personnel Systems for Hiring and Keeping the Best 1389 words
5.8 Make Employees Strategically Motivated 1203 words
5.9 Design Your Sales Incentive Plan to Reward Performance 1538 words
5.10 High Performance Distribution - Six Key Systems 1360 words
5.11 Open Book Management Equals Death 1610 words
Annotated Bibliography for article 5.11
5.12 Rethink Payroll Economics 1624 words
5.13 Tactics For A Different Type Of Downturn? 843 words
5.14 Business Stinks: Time to Share the Numbers 2059 words
Support notes for Business Stinks Article # 5.14 2091 words
5.15 Research Health Savings Accounts And Act Now! 1045 words
5.16 (Re)Start Your Corporate Wellness Program 1425 words
Support notes for Article # 5.16 2091 words
5.17 Ride The Consumer-Driven Health Care Wave 1499 words
5.18 New Math For Employee Wealth/Health Objectives 1479 words
5.19 A Near Term Solution for Health Insurance Costs 1675 words
LEADERSHIP
6.1 Steps to Leadership Effectiveness 1517 words
6.2 Anticipatory Management 1291 words
6.3 The Science and Value of Praising Statements 1091 words
6.4 Implementing a "New Order of Things" 1263 words
6.5 Release the Shackles of Fear within the Firm 1533 words
ELECTRONIC COMMERCE
7.1 Re-Engineer Total Channel Costs First or . . .? 1182 words
7.2 "Infotech" Applications for Distribution Channels! 1347 words
7.3 "Electronic Commerce" Is Targeting Distribution Channels? 1425 words
7.4 Regarding Your Interactive Future 1550 words
7.5 Electronic Commerce - Reality or Hype 1848 words
7.6 The Hidden Potential Of Web Catalog Kits 1874 words
7.7 Web Strategy Reassessment Time 1510 words
7.8 "GREATCUSTOMER.COM" – A Planing Scenario 1910 words
7.9 Understanding Channel "Chaos" 1750 words
DIGITAL NETWORK
8.1 Conclusions About E-Business 1999 548 words
8.2 The Digital Networked Channel (DNC) - An Overview 536 words
8.3 Local Distributor "Orderzones"? 515 words
8.4 Web-Selling To, Through and Around Distributor 509 words
8.5 Digital Channel - 2001 534 words
8.6 Understanding Market Making Sites 510 words
8.7 Web Tools Versus Sales Reps 576 words
8.8 Naked, Unbundled Selling 609 words
8.9 Channel-Wide EC on the Net Developments 560 words
8.10 Fill New Electronic Commerce Needs 604 words
8.11 Wanted! MRO (and other) Channel E-Standards 752 words
8.12 E-Channel Forecasts for 2000 and Beyond 685 words
8.13 Trade Association Re-invention Opportunities 630 words
8.14 Wanted - B2B Sell Side Solutions 778 words
8.15 Internet Auction Pricing is Over-rated 730 words
8.16 Manufacturers Must Sell Direct - Sort Of 878 words
8.17 Attack Your Cross-Subsidies Now 889 words
8.18 B2B Re-selling Isn't 1065 words
8.19 "B2B" Means "Back To Basics" for now 1015 words
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