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

1.8 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

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