August 30, 2008




















Lists of topics covered in the commentaries:

November 8, 2002 Commentary # 1 http://merrifield.com/articles/1commentary.asp

  1. DIFFERENT PATHS TO INCREASING PRODUCTIVITY (1.1)
  2. CHINA-DEFLATION STRATEGIES (1.2)
  3. VIDEO CASE STUDY QUESTIONS & ANSWERS; SCOREBOARDS & INCENTIVES(1.3)

November 19, 2002 Commentary # 2 http://www.merrifield.com/articles/2commentary.asp

  1. WEEKLY ECONOMIC DATA VS. THE BIGGER PICTURE (2.1)
  2. HOUSING BUBBLE HAS TOPPED; BUILDING SUPPLY CHANNELS "HEADS UP"(2.2)
  3. HOW TO RAISE YOUR PRICES (2.3)
  4. DISTRIBUTOR CASE STUDY FOR GOAL SETTING SEASON: HOW EMPLOYEES CAN EARN HIGHER HEALTH INSURANCE PREMIUMS THROUGH GAINSHARING (2.4)

December 6, 2002 Commentary # 3 http://www.merrifield.com/articles/3commentary.asp

  1. NEW YEAR’S HEALTH (RESOLUTION) SUCCESS RATES (3.1)
  2. ROONE ARLEDGE: AN INSPIRATIONAL RULE CHANGER MOVES ON (3.2)
  3. ECONOMIC HEADWINDS OR TAILWINDS IN 2003 (3.3)
  4. RETHINKING CHANGE/TRANSITION MANAGEMENT (3.4)
  5. CASE STUDY: AN MRO DISTRIBUTOR SURVIVAL STORY IN PROGRESS (3.5)

December 12, 2002 Commentary # 4 http://www.merrifield.com/articles/4commentary.asp

HOW TO INCREASE FINAL EXIT STRATEGY VALUATIONS

  1. A REVIEW OF THE BOOK "A STAKE IN THE OUTCOME" BY JACK STACK Currency/Doubleday, 2002. (4.1)
  2. CASE STUDY – "BRUCE WHAT IS MY BUILDING SUPPLY DISTRIBUTION COMPANY WORTH? WHEN SHOULD I SELL?"(4.2)
  3. POST BUBBLE ECONOMICS PICTURE STORY: WHY EXIT OPTIONS AND COMPANY VALUATIONS ARE DROPPING (4.3)

December 18, 2002 Commentary # 5 http://merrifield.com/articles/5commentary.asp

  1. READY FOR YEAR FOUR OF THE POST-BUBBLE ECONOMY? (5.1)
  2. "DOWNSIZE, UPGRADE.." = TWO FIFTHS OF THE SUCCESS FORMULA FOR 2003 (5.2)
  3. APPLY "APPRECIATIVE INQUIRY" TO YOUR #1 HISTORIC, STRATEGIC NICHE (5.3)

January 8, 2003 Distribution Channel Commentary # 6 http://merrifield.com/articles/6commentary.asp

  1. THE ELEPHANT FACTORS MISSING FROM MOST 2003 FORECASTS (6.1)
  2. TIME FOR "CLAWBACKS" AT ALL LEVELS OF SOCIETY (6.2)
  3. SERIOUS "VALUE-ADDED" RE-INVENTION ATTEMPTS – CASE STUDIES (6.3)

January 15, 2003 Distribution Channel Commentary # 7 http://www.merrifield.com/articles/7commentary.asp

  1. YOUR ECONOMIC FORECAST ASSUMPTIONS FOR 2003 (7.1)
  2. WANTED: A NEW PROFIT POWER MODEL WITH ALL ON BOARD (7.2)
  3. WHERE ARE WE GOING TO GET NEW PROFIT GROWTH? (7.3)

January 22, 2003 Distribution Channel Commentary # 8 http://www.merrifield.com/articles/8commentary.asp

  1. TOUGH ECONOMIC TIMES PERSIST; HOPE ISN’T A STRATEGY (8.1)
  2. MANUFACTURERS’ CHANNEL FRUSTRATIONS (8.2)
  3. "FILL-RATES" AS AN ORGANIZING THEME- DISTRIBUTOR CASE (8.3)

January 29, 2003 Distribution Channel Commentary # 9 http://merrifield.com/articles/9commentary.asp

  1. STALLED ECONOMY; HOW TO GROW PROFITS? (9.1)

    2. a) free market facts win over cheerleaders; interesting deflation cycle graph (9.1a)
    b) lessons from: Stanley Tool; Depot vs. Lowe’s Service Duel; McEmpire declines?(9.1b)
  2. TIPS FOR REFOCUSING ON YOUR BEST NICHES (9.2)
  3. TEAM FOCUSING ON KEY ACCOUNTS, "NEXT LEVEL" IDEAS FROM READERS (9.3)
  4. EDUCATING ALL EMPLOYEES (FEEL GUILTY?); AFFORDABLE SOLUTIONS (9.4)
  5. HIGH PERFORMANCE VIDEO USERS’ SHARE-WARE (will this get you to the end?) (9.5)

February 5, 2003 - Distribution Channel Commentary # 10 http://merrifield.com/articles/10commentary.asp

  1. DISTRIBUTOR HOPE DATA AMIDST A SEA OF GLOOM (10.1)
  2. GETTING PAID FOR SERVICE VALUE (REALLY!) – CASE STUDY (10.2)
  3. LET CUSTOMERS STRATEGICALLY MANAGE YOUR CORE INVENTORY (10.3)

February 12 2003 - Distribution Channel Commentary # 11 http://merrifield.com/articles/11commentary.asp

  1. RETROSPECTIVE: THEMES FOR COMMENTARIES 1-10 (11.1)
  2. INDEX OF COMMENTARY TOPICS FOR EDITIONS 1 THROUGH 10 (11.2)
  3. SUMMARY OF OUR E-FREEBIES TO HELP GROW YOUR BOTTOM LINE (11.3)

February 19, 2003 - Distribution Channel Commentary # 12 http://merrifield.com/articles/12commentary.asp

  1. PRODUCTIVITY TACTICS FOR BRANCH MANAGERS – THE HANDOUT (12.1)
  2. SUPPLEMENTAL THINKING FOR INDUSTRY PRODUCT ANALYSIS REPORTS (12.2)
  3. RONA TREND RANKING REPORTS FOR BRANCHES OPENS MINDS, BOOSTS NEW INITIATIVES – A CASE STUDY (12.3)
  4. AN INTRODUCTORY OFFER TO THE BEST DISTRIBUTION MGT. NEWS LETTER (12.4)

February 26, 2003 - Distribution Channel Commentary (DCC) # 13 http://merrifield.com/articles/13commentary.asp

  1. WHAT’S WRONG WITH A "MARGIN ENHANCEMENT" PROGRAM? (13.1)
  2. THE WISDOM OF 10 X 10 SELLING; FOUR LEVELS OF RESULTS (13.2)
  3. WHAT AM I PERSONALLY INVESTING IN? (AND ECONOMICALLY FORECASTING) (13.3)

March 5, 2003 - Distribution Channel Commentary (DCC) # 14 http://merrifield.com/articles/14commentary.asp

  1. "ACHIEVING SUSTAINABLE PROFIT POWER FOR DISTRIBUTORS"; THE PRESENTATION, THE NEW STUFF AND THE OFFERS (14.1)
  2. US. FOODSERVICE, PLUS OTHER REFERENCES; KEY ACCOUNT RE-THINKING(14.2)
  3. READERS OFFER HOW-TO IMPROVEMENTS FOR 10 X 10 MARKETING AND ACTIVITY BASED PROFIT PER CUSTOMER APPLICATIONS (14.3)
  4. AN INTRO OFFER TO THE BEST NEWS LETTER WITH THE RIGHT PHONE NUMBER (14.4)
  5. ECONOMIC OUTLOOK WEEKLY READ; WARREN BUFFET AGREES WITH ME (?)(14.5)

March 12, 2003 - Distribution Channel Commentary (DCC) # 15 http://merrifield.com/articles/15commentary.asp

  1. ECONOMIC NEWS ITEMS; STOP HOPING, START INNOVATING (15.1)
  2. SERVICE LESSONS FROM THE DECLINES OF HOME DEPOT AND McDONALDS (15.2)
  3. HOW EXTENSIVE IS REBATE ROT IN DISTRIBUTION CHANNELS? (15.3)
  4. RE-THINK YOUR "CORPORATE UNIVERSITY" TRAINING PROGRAM. (15.4)
  5. TWO SLIDE SHOW OFFERINGS (15.5)

March 19, 2003 - Distribution Channel Commentary (DCC) # 16 http://merrifield.com/articles/16commentary.asp

  1. "STRATEGY MAPS, APPS AND METRICS" FOR PROFIT POWER (16.1)
  2. STRATEGY? YOU CAN’T MANAGE WHAT YOU CAN’T DESCRIBE –CASE STUDY (16.2)
  3. "CUTTING EDGE CUSTOMER SERVICE"; THE REST OF THE STORY (16.3)
  4. ASK ‘5 WHYS’ TO GET TO THE REAL ROOT CAUSE/OPPORTUNITY (16.4)

March 26, 2003 - Distribution Channel Commentary (DCC) # 17 http://merrifield.com/articles/17commentary.asp

  1. THE WAR ADDS TO POST-BUBBLE ECONOMY STRESS; CHINA EFFECTS II (17.1)
  2. DISTRIBUTORS’ CHINA STRATEGY II (17.2)
  3. SHORT, WEB-POSTED, DISTRIBUTOR-SPECIFIC ARTICLES BY OTHERS ON DEALING WITH TOUGH TIMES + SOME COMMENTS (17.3)

April 2, 2003 - Distribution Channel Commentary (DCC) # 18 http://merrifield.com/articles/18commentary.asp

  1. WAIT FOR A REBOUND; OR, MINE THE GOLD WITHIN YOUR BUSINESS (18.1)
  2. THE WISDOM OF BEING #1 OR #2 IN A DISTRIBUTOR CUSTOMER NICHE (18.2)
  3. WHAT IS A "COMMONWEALTH CAPITALIST"? HOW DO WE GROW THEM? (18.3)
  4. LESSONS FROM YELLOW TRANSPORTATION (18.4)
  5. FOLLOW-UPS ON: REBATE ROT; McD’s REVIVAL(?) (18.5)

April 9, 2003 - Distribution Channel Commentary (DCC) # 19 http://merrifield.com/articles/19commentary.asp

  1. BAGHDAD VICTORY! NOW WHAT? (19.1)
  2. NCAA BASKETBALL: LESSONS FROM THE ZAGS AND CATS (19.2)
  3. INSIGHTS FROM BUSINESS MAGS’ 2002 RANKING ISSUES (19.3)
  4. WHY MANUFACTURERS ALWAYS(?) FAIL AT FORWARD INTEGRATION INTO DISTRIBUTION CHANNELS (19.4)
  5. BUSINESS INTELLIGENCE FAILURES AND FUTURE PROMISE (19.5)
  6. SUPPLIER-DISTRIBUTOR BEST PRACTICES SURVEY RESULTS (19.6)

April 16, 2003 - Distribution Channel Commentary # 20 http://merrifield.com/articles/20commentary.asp

  1. WAR CLOUDS GIVE WAY TO ECONOMIC RECOVERY? (20.1)
  2. DON’T READ THIS IF YOU HAVE TO FEND OFF ALLIGATORS J (20.2)
  3. WHAT IS YOUR "MOST PROFOUND ECONOMIC INDICATOR" (20.3)

April 23, 2003 - Distribution Channel Commentary (DCC) # 21 http://merrifield.com/articles/21commentary.asp

  1. "CURE THEIR PAIN" ISN’T SO EASY – WHY? (21.1)
  2. MAKE STRATEGY HAPPEN; BRAND YOUR SERVICE PRODUCT (21.2)
  3. LESSONS FROM HEART BREAK HILL (21.3)
  4. MINNOWS MATTER (?); LIFETIME VALUE OF CUSTOMERS AND EMPLOYEES (21.4)

April 30, 2003 - Distribution Channel Commentary (DCC) # 22 http://merrifield.com/articles/22commentary.asp

  1. PAYROLL $s/WIN: YANKEES VS. ATHLETICS LESSONS (22.1)
  2. "WHO MOVED MY CHEESE"; THE BOOK’S PROS AND CONS (22.2)
  3. ECONOMY NOTES: YOUR #1 PROBLEM FOR 10 YEARS IS GONE (OR IS IT?) (22.3)
  4. STRATEGIC DOWNSIZING BUDGETING STEPS AND TIPS (22.4)
  5. MATH FOR "MORE TO YOUR CORE BY ‘04" (22.5)
  6. 9 UNPROFITABLE DECATHELETES TO 6 HIGH PROFIT EVENT CHAMPS? (22.6)

May 7, 2003 - Distribution Channel Commentary (DCC) # 23 http://merrifield.com/articles/23commentary.asp

  1. ESOPS MAY NOW BE THE BEST EXIT STRATEGY FOR SOMEDAY SELLERS (23.1)
  2. WHY AND HOW TO MIGRATE FROM SALES COMMISSIONS TO SALARY (23.2)
  3. GET "LIVING EDGE" DIRECTORS FROM TOP 3% CUSTOMERS AND SUPPLIERS (23.3)
  4. SYSCO FOODSERVICE IS PLAYING CUSTOMER PROFITABILITY HARDBALL (23.4)

May 14, 2003 - Distribution Channel Commentary (DCC) # 24 http://merrifield.com/articles/24commentary.asp

  1. SECOND HALF RECOVERY? (24.1)
  2. SINKING DOLLAR AND DISTRIBUTION VALUATION CASE STUDY (24.2)
  3. MANUFACTURING IN "TRANSITION" (LIKE ICE HARVEST’G TO REFRIGERATION!) (24.3)
  4. STRATEGIC ADVICE BOOKS FOR TOUGH TIMES – DIFFERENT FLAVORS (24.4)
  5. NEW SLIDE SHOWS POSTED (IS GROUP AND NAWLA) (24.5)
  6. A ROUGH DRAFT OF A "STRATEGY" CHAPTER FOR MY NEXT BOOK(?) (24.6)

May 21, 2003 - Distribution Channel Commentary (DCC) # 25 http://merrifield.com/articles/25commentary.asp

  1. "GOOD TO GREAT" DISTRIBUTION RESULTS IN 14 ANNOTATED SLIDES (25.1)
  2. "RE-INVENTING YOUR CORE BUSINESS" (A WHITE PAPER DRAFT) (25.2)
  3. REBATE ROT III; STOP PRODUCT PUSHING, START CUSTOMER PBIT PLAYS (25.3)
  4. MIGHTY AMAZON – GOOD ARTICLE PLUS COMMENTS (25.4)
  5. "BRUCE, WE ARE CHOKING ON TOO MANY GOOD IDEAS FROM THE VIDEO" (25.5)
  6. ECONOMIC STORM FRONTS WILL COLLIDE (?); CALIFORNIA EYE LEVEL REPORTS (25.6)

May 28, 2003 - Distribution Channel Commentary (DCC) # 26 http://merrifield.com/articles/26commentary.asp

  1. "REBATE ROT" SOLUTIONS: FEES FOR SERVICE (?) (26.1)
  2. SURVEY: "WHO HAS THE CHANNEL POWER"? ANS: NO ONE THINKS THEY DO! (?) (26.2)
  3. McD’S COME BACK BASED ON BASIC SERVICE EXCELLENCE (?) 26.3)
  4. IT, DOES IT MATTER OR NOT? YES! (26.4)
  5. LIP PIERCINGS AND CUSTOMER VALUE: UNIONS, BLIND MEN AND ELEPHANTS (26.5)
  6. OUR ECONOMIC DOLLAR MATRIX IS RE-LOADED; NOW WHAT? (26.6)

June 4, 2003 - Distribution Channel Commentary (DCC) # 27 http://merrifield.com/articles/27commentary.asp

  1. A GOOGLE EXPERIMENT; A THEME OF STRATEGIC PERFORMANCE INFO (SPI) (27.1)
  2. CLOSING THE KNOWING DOING GAP (IN 14 ANNOTATED SLIDES) (27.2)
  3. "WHY IS GROWTH SO HARD?" (27.3)
  4. SOME HELP WITH THE "RE-VISIONING THING" (27.4)
  5. WHAT’S THE FUSS, RESULTS WITH "CUSTOMER RELATIONSHIP MGT" (CRM)? (27.5)
  6. WHY AND WHERE TO RENT A PART-TIME CIO (27.6)

June 11, 2003 - Distribution Channel Commentary (DCC) # 28 http://merrifield.com/articles/28commentary.asp

  1. TWO ARTICLES ON WHY AND HOW TO GROW PROFITS (28.1)
  2. RAISING PRICES AND TERMS; CASE STUDIES (28.2)
  3. HIGH PERFORMANCE PERSONNEL SYSTEMS (ANNON. SLIDE SHOW) (28.3)
  4. "I.T. DOESN’T MATTER" EXCEPT FOR THE TOP 3%+ OF ALL DISTRIBUTORS (28.4)
  5. TRADE SOME GUILT FOR EXCESS STOCK AND FREE ADVERTISING? (28.5)

June 18, 2003 - Distribution Channel Commentary (DCC) # 29 http://merrifield.com/articles/29commentary.asp

  1. SUMMER TIME COMMENTARY SCHEDULE (29.1)
  2. "DEFLATION’S PROFIT SQUEEZE; TRIAL OFFER (29.2)
  3. PEOPLE PRODUCTIVITY RE-INVENTION; CIRCUIT CITY CASE (29.3)
  4. FEES FOR SERVICE GUIDELINES SLIDE SHOW (29.4)
  5. WHY CAN’T WE DO THESE THINGS; HEART OF CHANGE SLIDES (29.5)
  6. IS AN ECONOMIC RECOVERY REALLY GOING TO HAPPEN? (29.6)

June 25, 2003 - Distribution Channel Commentary (DCC) # 30 http://merrifield.com/articles/30commentary.asp

  1. ONE LAST, COULDN’T-HELP-MYSELF COMMENTARY BEFORE SUMMER(?) (30.1)
  2. "POST-SARS CHINA TAKING OFF LIKE A ROCKET"; TWO VIEWS (30.2)
  3. ANNOTATED SLIDE SHOW: "CRAFTING A GOOD CORPORATE STRATEGY" (30.3)
  4. MUST READ BOOK: ANGEL CUSTOMERS AND DEMON CUSTOMERS (30.4)

July 2, 2003 - Distribution Channel Commentary (DCC) # 31 http://merrifield.com/articles/31commentary.asp

  1. ONE LAST, LAST COMMENTARY BEFORE SUMMER FOR SURE (31.1)
  2. THE NEXT, BIG (OLD) MANAGEMENT IDEA/CRAZE (31.2)
  3. CRACKING TARGET ACCOUNTS; AN ANNOTATED SLIDE SHOW (31.3)
  4. MUST READ ARTICLE ON DISTRIBUTORS’ CUSTOMERS’ PROFITABILITY (31.4)

July 23, 2003 - Distribution Channel Commentary (DCC) # 32 http://merrifield.com/articles/32commentary.asp

THIS WEEK’S TOPIC: Just one summer season special

  1. CUSTOMER IQ QUIZ

July 30, 2003 - Distribution Channel Commentary (DCC) # 33 http://merrifield.com/articles/33commentary.asp

  1. FIRST HALF OF CHAPTER ONE OF FORTHCOMING BOOK, "REINVENTING DISTRIBUTOR PROFITABILITY" (33.1)
  2. POPULAR THINKING VS. PROFITABLE THINKING (33.2)
  3. VIEWS ON THE CURRENT RECOVERY: (33.3)
    A) ONE PAGE THAT TELLS IT CLEARLY HOW IT REALLY IS
    B) TWO PAGES ON WHY THE QUALITY OF THE "BOUNCE" WILL NOT BE THERE

August 13, 2003 - Distribution Channel Commentary (DCC) # 34 http://merrifield.com/articles/34commentary.asp

  1. THE POSTING OF CHAPTER ONE OF THE FORTHCOMING BOOK, REINVENTING DISTRIBUTOR PROFITABILITY(34.1)

August 27, 2003 - Distribution Channel Commentary (DCC) # 35 http://merrifield.com/articles/35commentary.asp

  1. Back To School One Way Or Another (35.1)
  2. Motivational Company Wellness Program Article and 3 Levels of Application (35.2)
  • Save on Insurance, Boost Morale and Energy
  • Apply the Kinetic Chain to Your Wellness Program too
    3.   Let Personal Transformations with Team Help Support Corporate Transformation (35.3)

August 27, 2003 - Distribution Channel Commentary (DCC) # 36 http://merrifield.com/articles/36commentary.asp

  1. AN EXCERPT FROM CHAPTER TWO OF THE FORTHCOMING BOOK, REINVENTING DISTRIBUTOR PROFITABILITY" (36.1)
  2. WAL-MART’S VIRTUOUS "TOTAL PROCUREMENT COST" CYCLE KEEPS SAPPING THE REST (36.2)

September 3, 2003 - Distribution Channel Commentary (DCC) # 37 http://merrifield.com/articles/37commentary.asp

  1. CHAPTER ONE IS ALIVE, OVER-HAULED, POSTED AND CIRCULATING (37.1)
  2. 2nd EXCERPT FROM "CHAPTER TWO" OF OUR FORTHCOMING BOOK (37.2)
  3. HOW’S YOUR IN-HOUSE INNOVATION CAPABILITY? SURVEY TO TAKE (37.3)

September 10, 2003 - Distribution Channel Commentary (DCC) # 38 http://merrifield.com/articles/38commentary.asp

  1. TIME FOR "EFFECTIVENESS" MOVES? (38.1)
  2. ESCAPING THE RULES AND INFOTECH INFRASTRUCTURE THAT BINDS US (38.2)
  3. CAN YELLOW CORPORATION BE A VALUE-ADDED CONSOLIDATOR? (38.3)
  4. EXECUTIVE INFORMATION SYSTEMS BECOME DASHBOARDS IN CUBICLES (38.4)

September 17, 2003 - Distribution Channel Commentary (DCC) # 39 http://merrifield.com/articles/39commentary.asp

  1. MADONNA AS A ROLE MODEL FOR HOW TO RE-INVENT PROFIT POWER (?) (39.1)
  2. HOW TO SELL VALUE BETTER & DO MANAGEMENT OPPORTUNITY TRIAGE; A CASE INTERVIEW (39.2)
  3. DISTRIBUTOR CASE STUDY: HOW TO CRANK A CUSTOMER’S CONTRACT PRICES 10% (39.3)

September 24, 2003 - Distribution Channel Commentary (DCC) # 40 http://merrifield.com/articles/40commentary.asp

  1. CASE STUDY ON CHANNEL CHANGE MANAGEMENT: WHY DID WAL-MART CHANGE & THE REST KNOWLEDGEABLY WATCH TWO TIMES AROUND? (40.1)
  2. FOLLOW UP ON LAST WEEK’S RAISING PRICES ON LOSING CONTRACTS CASE STUDY (40.2)
  3. SURVEY FINDS 50%+ OF EMPLOYEES IN THE US ARE UNHAPPY WITH THEIR JOBS - SOME THOUGHTS. (40.3)
  4. QUOTES FROM A REFERENCE ON WHY FEW COMPANIES TRULY WANT TO IMPROVE THEIR PROFITABILITY (40.4)

October 1, 2003 - Distribution Channel Commentary (DCC) # 41 http://merrifield.com/articles/41commentary.asp

  1. HOW MANY CONSULTANTS…..TO SCREW IN A LIGHTBULB (41.1)
  2. HOW TO PREVENT HIGH PERFORMANCE BACKSLIDING (41.2)
  3. PROFIT-GUIDED CEO AS CHIEF (LEAD-BY-EXAMPLE) INTRAPRENEUR (41.3)
  4. GRAINGER SLIDE SHOWS PROVIDE CASE STUDY LESSONS (41.4)
  5. FINE TUNING THE SERVICE (AND PROFITS) FOR WILL CALL BUSINESS (41.5)

October 8, 2003 - Distribution Channel Commentary (DCC) # 42 http://merrifield.com/articles/42commentary.asp

  1. 12 MORE PAGES OF CHAPTER THREE ON KILLING SACRED COWS POSTED (42.1)
  2. COULD "THE GOVERNATOR" ACHIEVE REAL CHANGE? CAN WE? (42.2)
  3. CASE STUDY FOR CHANGING: THE "KICK IN THE A__" (KITA) MEMO (42.3)
  4. HOLISTIC, DEEP, GAZELLE-SELL THINKING (42.4)

October 15, 2003 - Distribution Channel Commentary (DCC) # 43 http://merrifield.com/articles/43commentary.asp

  1. ARE "IGNORANCE AND APATHY" LIQUIDATING: CALIFORNIA, OUR BUSINESS? (43.1)
  2. HEALTH CARE COST CONFUSION – TWO WAYS OF COPING (43.2)
  3. STRATEGIC TIME-MANAGEMENT IDEAS (a new posted article) (43.3)
  4. MORE STRATEGIC RETHINKING TOOLS (a new posted pdf/exhibit file) (43.4)

October 22, 2003 - Distribution Channel Commentary (DCC) # 44 http://merrifield.com/articles/44commentary.asp

  1. YANKEES-BOSOX, GAME- 7, MANAGEMENT LESSONS (44.1)
  2. ONE-PAGE BUSINESS PLAN SUCCESS STORIES (44.2)
  3. WEB-BASED SERVICES TO MAKE LITTLE ACCOUNTS PROFITABLE? (44.3)
  4. DECLINING DISTRIBUTION COMPANY VALUATIONS UPDATE – SO? (44.4)

October 29, 2003 - Distribution Channel Commentary (DCC) # 45 http://merrifield.com/articles/45commentary.asp

  1. WILL THIS (SUGAR-HIGH?) RECOVERY CONTINUE OR FADE? (45.1)
  2. DON’T DO A "PREVENT DEFENSE" TO LOSE BY POSSIBLY SURVIVING, CHANGE THE RULES TO WIN BIG FOR SURE (45.2)
  3. CASE STUDY: DISTRIBUTION CEO SEEKS NEW INTRAPRENEURIAL TALENT (45.3)
  4. CASE STUDY: BEST REPS (X) BEST ACCOUNTS (X) NEXT LEVEL TACTICS (45.4)
  5. GOOGLE ME THIS: A VALUE EXCHANGE PROPOSAL (45.5)

November 5, 2003 - Distribution Channel Commentary (DCC) # 46 http://merrifield.com/articles/46commentary.asp

  1. UPSIDE DOWN KETCHUP BOTTLE AS A METAPHOR FOR REINVENTING PROFITS
  2. BUSINESS EXEC ANTIDOTES FOR "NICKEL AND DIMED" RESENTMENT
  3. PEAK PERFORMANCE, TRAVEL-WEARINESS AND SALES REP TRAINING
  4. MICHAEL DELL SHOWS "VULNERABILITY IS A CORE LEADERSHIP SKILL"
  5. LITTLE BANKS LICK THEIR CHOPS OVER A BIG BANK ROLL-UP MOVE
  6. "CHINA’S FACTORIES WANT TO FILL OUR GARAGES" (and warehouses?)
  7. HALLOWEEN COSTUME GUESSES AT WHAT PANTS BRUCE WAS WEARING WHEN FILMING HIS VIDEO

November 12, 2003 - Distribution Channel Commentary (DCC) # 47 http://merrifield.com/articles/47commentary.asp

  1. CHECK OUT THE GOOGLE DESKTOP SEARCH BOX AND OTHER TIPS
  2. IS YOUR PRODUCTIVITY KEEPING UP WITH THE 8.1% 3Q AVERAGE?
  3. OUTSOURCE YOUR SMALL TRADE RECEIVABLE ACCOUNTS TO BLUETARP?
  4. TWO SMALL FIRMS DO THEIR OWN CHINA SUPPLY-CHAIN MOVES
  5. "TIRED OF STRATEGIC PLANNING" THAT DOESN’T WORK; ARTICLE; CASE
  6. NEWS FLASH ON THE "DISTRIBUTOR PROFITABILITY" PROGRAM AT TEXAS A&M

November 19, 2003 - Distribution Channel Commentary (DCC) # 48 http://merrifield.com/articles/48commentary.asp

  1. A "MAGIC MATRIX", STRATEGIC-ALIGNMENT, WALL CHART
  2. SUPPLY-CHAIN, PRIVATE-LABEL COMMODITIES KILL MARKUP MODELS
  3. HOW TO PICK AN INTRAPRENEURIAL CHAMPION FOR A BIG CHANGE EFFORT
  4. BIGGEST, BEST WHOLESALER NEWS: FERGUSON ENTERPRISES, INGRAM MICRO
  5. DUMB FOODSERVICE DISTRIBUTION CHANNEL STRATEGY – CASE STUDY
  6. NO COMMENTARY NEXT WEEK, HAVE A HAPPY THANKSGIVING!

December 3, 2003 - Distribution Channel Commentary (DCC) # 49 http://merrifield.com/articles/49commentary.asp

  1. "HOW BREAKTHROUGHS HAPPEN"
  2. CHINA KNOCK-OFF MATH FOR A FULL-SERVICE DISTRIBUTOR CASE
  3. MY NC STATE E-COMMERCE PRESENTATION IS ON THE WEB
  4. "E-PROCUREMENT" HITS "SLOPE OF ENLIGHTENMENT"
  5. D&K HEALTHCARE BEATS THE BIG DRUG DISTRIBUTORS ON INTERNET SERVICE
  6. CASE STUDY ARTICLE: DISTRIBUTOR SALES REPS SEEING THE "TPC", PROFITABLE RELATIONSHIP" LIGHT (a recently published article)
  7. A GOOD STRATEGY ANALYSIS ON SYSCO, THE #1 FOODSERVICE DISTRIBUTOR

December 10, 2003 - Distribution Channel Commentary (DCC) # 50 http://merrifield.com/articles/50commentary.asp

  1. NEW YEAR’S RESOLUTION #1 – STOP RIDING ALL DEAD HORSES
  2. NEW YEAR’S RESOLUTION #2 – IMPLEMENT WHAT WE KNOW, BETTER
  3. TWO KINETIC CHAINS: WARREN SPAHN’S (BEST LEFTY EVER, RIP); AND YOUR’S
  4. FOR "LEADERSHIP", BE LIKE JOHN GAGLIARDI (?) WIN WITH "NO’S"
  5. FOR "STRATEGY" BE LIKE WEGMANS, DOMINATE ONE NICHE OF CUSTOMER AT A TIME WITH OPERATIONAL (SYSTEM) EXCELLENCE
  6. PRICE YOUR COUNTER SALES ITEMS LIKE GROCERY STORE TUNA SPECIALS
  7. JANUARY FINANCIAL MANAGEMENT COURSE; MY TWO DAYS OR ALL 5 DAYS

December 17, 2003 - Distribution Channel Commentary (DCC) # 51 http://merrifield.com/articles/51commentary.asp

  1. Info Models Behind: College Football Bowls; the Shuttle Crash; & Our Company
  2. Big Gains in ’04 Must Start with Big Mindset Shifts
  3. New Distribution Book on Customer Profitability; Increase Order Size Before GM% (?)
  4. Another New Book Concludes that Changing Sales Force Incentive Plans Doesn’t Matter
  5. How Can You Help All Employees "get on board" and "get the numbers"?
  6. Manage Health Care Costs with "Health Reimbursement Accounts"
  7. Politically-Incorrect, Marketing-Research, Scientific Breakthrough Study J
  8. DCC #52 Will be Posted Next Year 1-07-04; Happy Holidays

January 7, 2004: Distribution Channel Commentary (DCC) # 52 http://merrifield.com/articles/52commentary.asp

  1. Tri-focal Reading For Making 2004 Better For All
  2. Redesigning The Sales Effort To Jumpstart Growth
  3. Sell Better To Your Largest Accounts; Buy Better From New Master Wholesalers
  4. How And Why Small US Manufacturers Are Now Outsourcing To China, etc.
  5. Housing Bubble Update Reports
  6. Is Sharing Knowledge Through These DCC’s An "Unnatural Act"? 

January 14, 2004: Distribution Channel Commentary (DCC) # 53 http://merrifield.com/articles/53commentary.asp

  1. Future Funding Gaps For Everyone And Our Businesses Too?
  2. Couldn’t We "Innovate" To Close These Gaps?
  3. Some Distribution-Specific, Simple, "Innovation" Tools To Share With All
  4. "Bruce, Can You Make It Risk Free For Me?"
  5. "And Pain Free Too?"
  6. Closing Thoughts

January 21, 2004: Distribution Channel Commentary (DCC) # 54 http://merrifield.com/articles/54commentary.asp

  1. Getting Paid For Your Service Value
  2. First-Mover On China Knock-Off Goods Update
  3. New Year’s Educational Enlightenment Options
  4. Future Of Computing? Roll Your Own "Web Services"

January 27, 2004: Distribution Channel Commentary (DCC) # 55 http://merrifield.com/articles/55commentary.asp

  1. CHICAGO LOSES 2 MORE HISTORIC CANDY BRANDS.
  2. STATS ON HOW EXECS GET ADVICE.
  3. BEST BRANCH MANAGERS WORK OUT WITH THE WEAK.
  4. CONTRACTORS BENEFIT FROM FREE MBA ADVICE.
  5. FIGHTING FOR YOUR PRICE; SELLING YOUR SERVICE VALUE.
  6. CASE STUDY: SELLING PRICE WORKS FOR THE FIRST IN A NICHE.
  7. IS DINOSAUR MATING BACK? BIGs THAT FIZZELED THIS PAST WEEK.

February 4, 2004: Distribution Channel Commentary (DCC) # 56 http://merrifield.com/articles/56commentary.asp

  1. DEBT-HEAVY ECONOMY SEEMS JITTERY ABOUT INTEREST RATE INCREASES.
  2. WAGES DOWN IN THE FOURTH QUARTER; WHERE ARE THE GOOD STORIES?
  3. SYSCO's (A FOODSERVICE DISTRIBUTOR) SALES AND PROFITS SURGE; WHY?
  4. ARE YOU AND YOUR "CORE GROUP" COACHABLE?
  5. 71% OF WORKERS ARE "DIS-ENGAGED"; WHAT ARE THE SOLUTIONS?
  6. SPORTS COACHING INSPIRATIONAL STORIES FOR THE WEEK. 

February 11, 2004: Distribution Channel Commentary (DCC) # 57 http://merrifield.com/articles/57commentary.asp

  1. QUOTES TO SET UP THIS WEEK’S SELECTIONS.
  2. "WARDROBE MALFUNTIONS" AND JOB MASTERY FOR EMPLOYEES.
  3. "HIGH NOON" FOR THE CREDIT BUBBLE ECONOMY?
  4. FOUR DISTRIBUTOR CLIENTS GO FOR TRANSFORMATIONAL CHANGE.
  5. BEST OF WEB BACK UP READING.

February 18, 2004: Distribution Channel Commentary (DCC) # 58 http://merrifield.com/articles/58commentary.asp

  1. QUOTES ON CHANGE, BECAUSE WE HAVE TO DO MORE OF IT BETTER.
  2. WHAT ARE THE (16) BIG QUESTIONS DISTRIBUTION CHANNEL EXECS ARE ASKING? WHAT ARE THE BEGINNINGS OF THE ANSWERS?
  3. EMERGING TECHNOLOGY- GREAT ARTICLE SOURCE, THIS ONE ON RFID.
  4. SPECIAL DIVIDENDS & CAPITAL GAIN EVENTS IN ’04, WILL RATES RISE IN ’05?
  5. BEST ECONOMIC READS FOR THE WEEK THAT YOU WON’T FIND IN THE NEWS.
  6. WHAT ARE YOUR EMPLOYEES LEARNING FROM "THE DONALD’S" NEW TV SHOW?

February 25, 2004: Distribution Channel Commentary (DCC) # 59 http://merrifield.com/articles/59commentary.asp

  1. THEMATIC QUOTES FOR THE WEEK.
  2. "HOW DO I GET PAID MORE FOR COMMODITY ITEMS?"
  3. DOING THE STEPS OF THE SERVICE VALUE CREATION PROCESS BETTER.
  4. CASE STUDIES ON SERVICE VALUE RE-INVENTION: HAMPTON INNS, & UPS.
  5. EXECUTE BETTER WITH A MANAGEMENT TEAM COACH &/OR ADVISORY BOARD.

March 3, 2004: Distribution Channel Commentary (DCC) # 60 http://merrifield.com/articles/60commentary.asp

  1. QUOTES ON "ANTICIPATION" (OF WHAT?), AND (RE) "INVENTION."
  2. PILOT GREENSPAN PUTS ON HIS ‘CHUTE? COMMODITES GO PARABOLIC!
  3. WHY WE SHOULD ALL BE FREE TRADERS AND EAT OUR SPINACH.
  4. MILLWORK DISTRIBUTOR #S SOAR, INDUSTRIAL DISTRIBUTORS SINK.
  5. DOG FOOD AND YOUR PRIVATE LABEL STRATEGY.
  6. CHINA SOURCING WINNERS AND LOSER STORIES.
  7. WHERE TO GET OUR BEST NEW IDEAS.
  8. DISTRIBUTION UNIVERSITY SOLD OUT, BUT AUDIT MY COURSE INDIRECTLY.
  9. THE WAREHOUSE AS A PROFIT CENTER OR OUTSOURCE IT TO WHO?

March 10, 2004: Distribution Channel Commentary (DCC) # 61 http://merrifield.com/articles/61commentary.asp

  1. HIGH PERFORMANCE PROOF IN THESE COMPANIES’ PROFIT PUDDING.
  2. DVD UPGRADE OFFER FOR THOSE WHO ALREADY OWN THE HP VIDEO.
  3. GOOD ARTICLE ON COMPANY VALUATION CHECKLIST PROCESS.
  4. "BAD ADVICE BRUCE, WE’VE MADE BIG BUCKS ON SPEC BUYS!" (?)
  5. DOES THE SUGAR-HIGH RECOVERY HAVE AN ERODING BASE?
  6. GREAT AMERICAN INNOVATION STORY FOR INSPIRATION.
  7. IBM EXECUTIVE SURVEY – 83% WANT TO INNOVATE FROM THE CORE.
  8. BUT, WHAT’S YOUR CLEAR VALUE PROPOSITION? (ARTICLE)
  9. BEYOND GRAYBAR’S SUCCESS WITH WAREHOUSE AUTOMATION.
  10. NEW, BEST, DISTRIBUTION CHANNEL EZINE MAKES IT A DUET.

March 17, 2004: Distribution Channel Commentary (DCC) # 62 http://merrifield.com/articles/62commentary.asp

  1. WARM-UP, THEMATIC QUOTES.
  2. COMMODITY PRODUCT INFLATION CASES AND NEWS.
  3. "THE FOG OF WAR" AND OUR BUSINESS THINKING.
  4. THE DARK SIDE OF YOUR BUSINESS INFORMATION SYSTEMS.
  5. DID EINSTEIN WASTE HIS LAST 30 YEARS? WILL WE?
  6. VOLUME IS VANITY, PROFIT SANITY: NOLAND AND OWENS & MINOR.
  7. GREAT CHANNEL COST IMPROVEMENT CASE STUDIES/ARTICLE.
  8. STUDY FOR EDUCATING SMALL, DUMB CUSTOMERS WITH "NO BUYING COSTS."

March 24, 2004: Distribution Channel Commentary (DCC) # 63 http://merrifield.com/articles/63commentary.asp

  1. THEMATIC QUOTES FOR THE WEEK.
  2. INSPIRATIONAL TURNAROUND STORIES FOR 90%+ OF US WHO NEED THEM.
  3. 21 GUN SALUTE TO "REINVENTING PROFIT POWER."
  4. REDISTRIBUTION ACTIVITY IS UNDER: APPRECIATED, USED AND MEASURED.
  5. COMMODITY, PRODUCT-LINE INFLATION UPDATE.
  6. ECONOMIC OPTOMIST OR PESSIMIST? BUSH OR KERRY? RECORD POLL POLARITIES SUGGEST WHAT SCENARIOS TO PLAN FOR.
  7. INTERESTING DISTRIBUTION SOFTWARE EVALUATION SITE.

March 31, 2004: Distribution Channel Commentary (DCC) # 64 http://merrifield.com/articles/64commentary.asp

  1. GROWTH-REBATE ROT NEWS AND PERSISTANCE; WHAT’S THE CURE?
  2. "NO INFLATION IN THE US" (?) LINKS TO GLOBAL VIEWS.
  3. LOCK IN LOW FLOATING INTEREST RATES WITH "A SWAP"?
  4. ELECTRICAL DISTRIBUTOR SEEKS GROWTH IN SOLAR TANGENT; SHOULD YOU SEEK PROFIT GROWTH DIVERSITY? HOW?
  5. GETTING EMPLOYEES TO "YES"! (MAYBE, NOT ALWAYS)

April 7, 2004: Distribution Channel Commentary (DCC) # 65 http://merrifield.com/articles/65commentary.asp

  1. THEMATIC QUOTES FOR THIS WEEK’S COMMENTS.
  2. "THE FOG OF WAR" (X) IRAQ AND ECONOMIC REPORTING.
  3. BACK TO BASICS FOR: LEGO, JC PENNEY, SAINSBURY AND MOST OF US?
  4. LITTLE AIRLINES BEAT THE BIGS ON SERVICE, BUT HOW?
  5. HOW DOES COSTCO KEEP BEATING WAL-MART’S SAM’S CLUB?
  6. UNLOCK THE POSITIVE INTRAPRENEURIAL POTENTIAL WITHIN YOUR COMPANY.
  7. THE SPEECH TO USE IF YOUR KID DOESN’T GET INTO THEIR COLLEGE CHOICE.
  8. SCANNING PRODUCTIVITY IN THE US; DON’T HAVE IT, PARTNER IT NOW!

April 14, 2004: Distribution Channel Commentary (DCC) # 66 http://merrifield.com/articles/66commentary.asp

  1. THEMATIC QUOTES FOR THIS WEEK’S COMMENTS.
  2. UPDATE ON PRODUCT LINE INFLATION AND INTEREST RATE INCREASES.
  3. US SERVICE QUALITY FADES; THE OPPORTUNITY? THE SOLUTION?
  4. DEAN SMITH, ANSON DORRANCE PRACTICE TIPS FOR SERVICE EXCELLENCE.

April 21, 2004: Distribution Channel Commentary (DCC) # 67 http://merrifield.com/articles/67commentary.asp

  1. TECHNICAL GREMLINS AND BREAKTHROUGH VALUES.
  2. TIGER’S DRIVING PROBLEM AND OUR FILL-RATE STRATEGY.
  3. NOTES ON THE EXPANDING ROLE OF MASTER WHOLESALE DISTRIBUTION.
  4. "SOCCERIZING" YOUR DISTRIBUTION TEAM’S DAILY PERFORMANCE.
  5. HIGH PERFORMANCE DISTRIBUTION CASE STUDIES: FOODSERVICE & BIKES.
  6. IS YOUR FIRM ‘PASSIVE-AGGRESSIVE’ AND INCAPABLE OF CHANGE?
  7. MUST GET BOOK ON "CUSTOMER PROFITABILITY" BY BRENT GROVER.

April 28, 2004: Distribution Channel Commentary (DCC) # 68 http://merrifield.com/articles/68commentary.asp

  1. THEMATIC QUOTES.
  2. DISTRIBUTOR IMPLORES MANUFACTURERS TO "RAISE YOUR PRICES".
  3. SURVEY SHOWS 19% OF BUSINESSES HAVE "PRICING POWER"; CASES.
  4. "DISTRIBUTOR MARGINS HOLDING STEADY".
  5. HEALTH (BENEFIT) SAVINGS ACCOUNTS APPEAL TO 73% OF BUSINESSES.
  6. DOWNSIZE, UPGRADE AND REINVENT A COMMODITY PRODUCT- CASE STORY.

May 5, 2004: Distribution Channel Commentary (DCC) # 69 http://merrifield.com/articles/69commentary.asp

  1. ALL GOOD THINGS (?) COME TO AN END?
  2. DYSLEXIA ON YOUR COMPANY’S PAYROLL?
  3. HAVING TROUBLE GETTING SUPERIORS AND SUBORDINATES TO CHANGE?
  4. ONE MORE TIP ON HEALTH SAVINGS ACCOUNTS FROM A READER.

Sept. 15, 2004: Distribution Channel Commentary (DCC) # 70 http://merrifield.com/articles/70commentary.asp

  1. THE COMMENTARIES ARE BACK, SORT OF.
  2. INNURED TO TERRORISM AND OUR ELEPHANT PROBLEMS.
  3. OPTIMISM AND DOING MORE OF THE SAME ISN’T A STRATEGY.
  4. STILL NO PRICING POWER AND RISING HEALTH COSTS, SO..?
  5. "THE POWER OF IMPOSSIBLE THINKING" - WEAK TITLE, GREAT BOOK.

Oct. 12, 2004: Distribution Channel Commentary (DCC) # 71 http://merrifield.com/articles/71commentary.asp

  1. THEMATIC QUOTES
  2. "STRATEGIC CONVERSATION" QUESTION MAPS POSTED

Oct. 20, 2004: Distribution Channel Commentary (DCC) # 72 http://merrifield.com/articles/72commentary.asp

  1. THEMATIC QUOTES.
  2. SYSCO REVEALS THE SECRETS OF THEIR PROFIT POWER.
  3. WRONG MENTAL MODELS, WRONG PERFORMANCE METRICS.
  4. ARE YOU IN "COMMODITY HELL" YET? WHAT’S THE SOLUTION?
  5. COSTCO HAS BRAND POWER IN TOTAL COMMODITY/PRICE NICHE.
  6. REVERSE AUCTION SURVEYS; IT’S PEAKED, FADING AND LIMITED.

Nov. 3, 2004: Distribution Channel Commentary (DCC) # 73 http://merrifield.com/articles/73commentary.asp

  1. THEMATIC QUOTES (momentum, thinking differently, brand value creation).
  2. HOW TO GET WINNING MOMENTUM LIKE THE BOSOX’s 8-0 RUN TO CHAMPS.
  3. A STRING OF OUR DOCUMENTS THAT LEADS TO "5-5-5" MOMENTUM.
  4. BRAND VALUE = YOUR BUSINESS MODEL, REINVENT THAT FIRST.
  5. TOO SMALL TO SOURCE PRIVATE LABEL GOODS FROM INDIA? TRY UPSOURCE.
  6. IF YOU GET THIS FAR, THINK ABOUT THIS OPPORTUNITY.

Jan. 26, 2005: Distribution Channel Commentary (DCC) # 74 http://merrifield.com/articles/74commentary.asp

  1. THEMATIC QUOTES FOR THIS COMMENTARY.
  2. "THE ART OF THE START."
  3. "IT’S NOT WHAT YOU SAY, IT’S WHAT YOU DO."
  4. GROUPTHINK TO NEWTHINK MGT. MEETING CASE STUDY.
  5. REPLACE MEDICAL INSURANCE WITH WELLNESS INSURANCE? IF ANY READERS HAVE ENERGY FOR THIS CONCEPT, CONTACT ME.

March 25, 2005: Distribution Channel Commentary (DCC) # 75 http://merrifield.com/articles/75commentary.asp

  1. THEMATIC QUOTES FOR THIS COMMENTARY.
  2. FRONT-LINE REPORTS ON THE HEALTH INSURANCE COST WAR.
  3. HOW DOES THE "OWNERSHIP SOCIETY" PHILOSOPHY APPLY TO OUR FIRMS?

April 20, 2005: Distribution Channel Commentary (DCC) # 76 http://merrifield.com/articles/76commentary.asp

  1. THEMATIC QUOTES.
  2. READERS RESPOND ABOUT: HSAs, CDHC, WELLNESS PROGRAMS.
  3. HEALTH INSURANCE IS NOT YET A STRATEGIC TOPIC OR TOOL.
  4. SUPPORT EXHIBITS FOR (RE) STARTING A CORPORATE WELLNESS PROGRAM.
  5. SURVEYS ON HOW SMALL BUSINESSES ARE KEEPING DOWN COSTS.

May 18, 2005: Distribution Channel Commentary (DCC) # 77 http://merrifield.com/articles/77commentary.asp

  1. WORLD’S BEST WEBINAR VALUES FOR DISTRIBUTION SALES REPS 5-26, 5-31.
  2. EXCERPTS FROM JACK WELCH’S NEW BOOK "WINNING" WITH COMMENTS.
  3. REGISTRATIONS FOR NEW HSAs (health savings accounts) SOAR PAST FORECASTS.

June 22, 2005: Distribution Channel Commentary (DCC) # 78 http://merrifield.com/articles/78commentary.asp

  1. THEMATIC QUOTES.
  2. WANTED: "BLUE OCEAN STRATEGY" (VALUE INNOVATION).
  3. MOM AND POPS ARE OUTSOURCING FROM ASIA; YOU TOO?
  4. INCREASE YOUR BREAKTHROUGH THINKING RESULTS – A NEW EXHIBIT.
  5. WHY YOU CAN’T AFFORD NOT TO TAKE A FREE LOOK AT A VIDEO/DVD?

Sept. 7, 2005: Distribution Channel Commentary (DCC) # 79 http://merrifield.com/articles/79commentary.asp

  1. THEMATIC QUOTES.
  2. INDUSTRIAL DISTRIBUTION MAGAZINE’S 59th ANNUAL SURVEY RESULTS.
  3. THINKING OUTSIDE THE BOX ON SOARING HEALTH CARE COSTS.
  4. "INNOVATE OR DIE" – THE IMPERATIVE GROWS; WEB HELP LINKS.

Sept. 21, 2005: Distribution Channel Commentary (DCC) # 80 http://merrifield.com/articles/80commentary.asp

  1. THEMATIC QUOTES.
  2. DISTRIBUTOR SERVICE VALUE INNOVATION STORY.
  3. ANNOTATED, ABRIDGED SLIDE SHOW ON "INNOVATION" POSTED.

Oct. 5, 2005: Distribution Channel Commentary (DCC) # 81 http://merrifield.com/articles/81commentary.asp

  1. THEMATIC QUOTES (MORE ON "INNOVATION").
  2. REARRANGING INTER-CONNECTED MIND FURNITURE.
  3. 33 HYPOTHESESES FOR WHY PEOPLE RESIST CHANGE.
  4. HELPING EMPLOYEES TO QUIT SMOKING (AND OTHER WELLNESS HABITS).
  5. DON’T CHANGE, SWAP ASSETS LIKE TESCO AND CARREFORE ARE DOING.
  6. THE OPTIMIST’S THEOREM ILLUSTRTATED BY USED BOOKS.
  7. INTERESTING WEB SITE WWW.RATEBEER.COM.

Oct. 19, 2005: Distribution Channel Commentary (DCC) # 82 http://merrifield.com/articles/82commentary.asp

  1. THEMATIC QUOTES.
  2. DELPHI’S BANKRUPTCY UNDERSCORES THE NEW WORK REALITY.
  3. THE MATH OF SUPPLIER CONSOLIDATION AND INTEGRATION.
  4. VISIT INDIA TO LOOK FOR COMPONENT OUTSOURCING PARTNERS?
  5. IN THE "CREATIVE ECONOMY" TANGIBLE PRODUCTS ARE COMMODITIES; INTELLECTUAL PROPERTY AND TOTAL SERVICE INNOVATION ARE IN.
  6. "LEAN SOLUTIONS" BOOK REVIEW.
  7. WHAT TO TELL YOUR EMPLOYEES ABOUT HEALTH INSURANCE IN JAN.

Oct. 27, 2005: Distribution Channel Commentary (DCC) # 83 http://merrifield.com/articles/83commentary.asp

  1. THEMATIC QUOTES.
  2. PROGRESS ON MY "INNOVATIVE MANAGEMENT" ASSIGNMENTS.
  3. THE CURE FOR THE US’s "ULTRA-CAPITALISM" PROBLEMS.
  4. THE 80-5-80 KEY CUSTOMER STRATEGY.
  5. SELL INNOVATIVE SOLUTIONS TO ONLY 2.5 - 16% OF CUSTOMERS.

Nov. 9, 2005: Distribution Channel Commentary (DCC) # 84 http://merrifield.com/articles/84commentary.asp

  1. THEMATIC QUOTES (QUESTIONS FUEL INNOVATION).
  2. GOOGLE IS A THREAT AND AN OPPORTUNITY FOR TANGIBLE PRODUCT SELLERS.
  3. THE REAL ISSUE IN OUR LOVE-HATE RELATIONSHIP WITH WAL-MART?
  4. WOLSELEY’S UPCOMING INNOVATION GAP?

Jan. 5, 2006: Distribution Channel Commentary (DCC) # 85 http://merrifield.com/articles/85commentary.asp

  1. THEMATIC QUOTES.
  2. THESE INVESTING GUIDELINES FOR ’06 AREN’T "DEEP SMARTS."
  3. MY NEW NANO-PANTS ARE GREAT -- ARE WE INNOVATING TOO?
  4. MY JANURARY 26TH "INNOVATION" TELE-SEMINAR GOES DEEP.
  5. DOES YOUR COMPANY COMPUTER SYSTEM ALLOW ENOUGH NET ACCESS?

Jan. 18, 2006: Distribution Channel Commentary (DCC) # 86 http://merrifield.com/articles/86commentary.asp

  1. DO DAVOS FOR 1/1000TH THE COST AND GREATER BENEFITS BY JOINING THE JAN. 26TH TELE-SEMINAR ON "INNOVATION 101 FOR WHOLESALE DISTRIBUTORS".
  2. IS HOME DEPOT MAKING AN INVENTORY INFLATION PLAY FOR 2006?
  3. TIME TO SELL TO A PRIVATE EQUITY FIRM?
  4. NEW INNOVATION MOVES? LESS IS MORE. 

April 26, 2006: Distribution Channel Commentary (DCC) # 87 http://merrifield.com/articles/87commentary.asp

  1. WHY THE DROP OFF IN COMMENTARY FREQUENCY?
  2. RESOURCES FOR BEING MORE INNOVATIVE.
  3. OUR DISTRIBUTION VALUATIONS PEAKING? A GREAT REPORT TO GET.

May 10, 2006: Distribution Channel Commentary (DCC) # 88 http://merrifield.com/articles/88commentary.asp

  1. WHAT’S YOUR COMPANY WORTH? GET A FREE REPORT THAT WILL HELP!
  2. THE PRIVATE EQUITY BUBBLE THAT’S LIFTING VALUATIONS – LONGEVITY?
  3. PURCHASING.COM SURVEY; SELL REPLENISHMENT SYSTEMS, NOT PRODUCT.
  4. PROVOCATIVE ARTICLE ON RETHINKING A DISTRIBUTION BUSINESS AFTER PAYING A HIGH MULTIPLE FOR IT.

Sept. 6, 2006: Distribution Channel Commentary (DCC) # 89 http://merrifield.com/articles/89commentary.asp

  1. WELCOM BACK TO WORK; WHAT HAPPENED WHILE WE WERE GONE?
  2. PRIVATE EQUITY FUNDS STILL SUPPORT VALUATIONS; THERMO-FISHER
  3. "PIMP MY CAR (FORD)"; BUSINESS MODEL REINVENTION TIME."
  4. CREATE AN INNOVATIVE CULTURE FIRST, THEN INNOVATE.

Sept. 21, 2006: Distribution Channel Commentary (DCC) # 90 http://articles/90commentary.asp

  1. QUOTES RE FORECASTING AND INVENTING THE FUTURE.
  2. FORECASTING HOUSING AND PRODUCT INFLATION? GOOD LUCK!
  3. NORMING, STORMING, FORMING, REFORMING, PERFORMING.
  4. MORE FOOD FOR THOUGHT ON "INNOVATION".
  5. MY MEMO TO BRANCH MANAGERS RE 2007 PLANS

Sept. 28, 2006: Distribution Channel Commentary (DCC) # 91 http://www.merrifield.com/articles/91commentary.asp

  1. THEMATIC QUOTES.
  2. CASE STUDY: BUSINESS IS OFF 31% IN AUGUST (LUMBER DISTRIBUTION) WHAT TO DO?
  3. WANT TO RETHINK YOUR BUSINESS IN 10 DIFFERENT INNOVATIVE WAYS - AN OFFER.
  4. MASTER WHOLESALERS ARE WOEFULLY UNDERAPPRECIATED - SLIDE SHOW, NEWS ON SYSCO'S RDCs.
  5. BALANCED SCORECARDS + CHANGED INCENTIVES + TOUGH QUESTIONS + KINETIC CHAIN = CHANGE

Oct. 10, 2006: Distribution Channel Commentary (DCC) # 92 http://www.merrifield.com/articles/92commentary.asp

  1. THEMATIC QUOTES.
  2. WHAT IS, WHAT WILL YOUR COMPANY BE WORTH?
  3. WHAT WILL WE DO DIFFERENTLY IN 2007?
  4. TEN FACES OF INNOVATION X 10 WAYS TO INNOVATE.
  5. MORE ON SYSCO.
  6. MEMO TO BRANCH MANAGERS ON "PEOPLE, SERVICE, PROFITS" METRICS

Nov. 7, 2006: Distribution Channel Commentary (DCC) # 93 http://www.merrifield.com/articles/93commentary.asp

  1. Credit bubble fuels buyout bubble which supports your company valuation.
  2. Wal-Mart cuts prices; will "special pricing agreements" increase in `07?
  3. Lowes going to "net pricing", will HD follow? Why" What do they foresee?
  4. Time Magazine to publish on Friday for fewer, better customers; so what?
  5. Do "5-5-5 reports" for each branch; rate employees "A,B,C"; weed to feed.
  6. Hospital hand-washing perceptions and stats for over-the-hill sales forces.

Nov. 16, 2006: Distribution Channel Commentary (DCC) # 94 http://www.merrifield.com/articles/94commentary.asp

  1. THEMATIC QUOTES FOR THIS DCC AND ’07 NEW YEAR.
  2. REPUBLICANS LOST THE VISION; HOW’S OUR’S FOR PROFIT POWER?
  3. COLLABORATIVE SPACE ON “PEOPLE, SERVICE, PROFITS” HOW TOs.
  4. SIX, CULTURE-OF-INNOVATION “MEMES” (SLIDE SHOW # 18 POSTED).
  5. HOW TO MAKE THE KEY ACCOUNT “5-5-5 REPORT” HAPPEN.
  6. “COMMON SENSE ECONOMICS” FOR EMPLOYEES (DVD promo prices).
  7. SOFT LANDING OR TOUGH RECESSION – REPORT WITH GOOD SLIDES.
  8. DO WE HAVE THE SEABISCUIT SPIRIT FOR 2007?
  9. IN CLOSING, “When the one great scorer…”

Jan. 3, 2007: Distribution Channel Commentary (DCC) # 95 http://www.merrifield.com/articles/95commentary.asp

  1. THEMATIC QUOTES - Forecasting, Collaboration, Appreciative Inquiry
  2. FORECASTS FOR 2007 ARE ESPECIALLY SUSPECT.
  3. RETUNE OUR VISION AND CULTURE FIRST, TACTICS SCOND.
  4. NEW ARTICLE ON FILL RATE ECONOMICS..
  5. WEALTH CREATION THROUGH COLLABORATION E-TOOLS

Jan. 18, 2007: Distribution Channel Commentary (DCC) # 96 http://www.merrifield.com/articles/96commentary.asp

  1. THEMATIC QUOTES - motivation, free throws, forecasting, complex systems.
  2. INSPIRATIONAL VIDEO URL (PLUS QUESTIONS).
  3. NBA FREE THROW TRAINING AND YOUR FIRM'S PRICING MATRIX.
  4. WEED TO FEED AND INNOVATE.
  5. LESSONS FROM NARDELLI'S EXIT AT HOME DEPOT. (ACE IS THE PLACE!?)
  6. BRUCE'S LIVING 9BLEEDING/) EDGE RESEARCH TOPICS.

Feb. 14, 2007: Distribution Channel Commentary (DCC) # 97 http://www.merrifield.com/articles/97commentary.asp

  1. THEMATIC QUOTES.
  2. UNC TARHEELS FIZZLE - QUESTIONS ABOUT TEAM CHEMISTRY.
  3. DORITA ADS; UNIVERSITY OF INDUSTRIAL DISTRIBUTION SOLD OUT, BUT. . .
  4. CORPORATE CULTURE - FAST GROWTH MANAGEMENT MEMES CHECKLISTS.
  5. BUILDING-MATERIAL CHANNEL PLAYERS WATCH IDIE-BUILDER, LOT VALUES.

April 4, 2007: Distribution Channel Commentary (DCC) # 98 http://www.merrifield.com/articles/98commentary.asp

  1. THEMATIC QUOTES.
  2. DON'T BE LIKE CIRCUIT CITY; GROW REAL PRODUCTIVITY/WAGES.
  3. SPIN-OUT EXTRA SERVICE DIV. FOR FEES; BE LIKE "GEEK SQUAD".
  4. WHAT FUTURE JOB SKILLS SHOULD OUR KIDS AND EMPLOYEES HAVE?
  5. COMPETE ON ANALYTICS.
  6. CULTURE MANAGEMENT AS IMPORTANT AS STRATEGY DEVELOPMENT.

June 13, 2007: Distribution Channel Commentary (DCC) # 99 http://www.merrifield.com/articles/99commentary.asp

  1. THEMATIC QUOTES.
  2. RETHINKING BUSINESS MODELS AND CHANGING.
  3. (WHOLESALE) PRIVATE LABEL CONFERENCE - AUG. 7-9, 2007.

July 18, 2007: Distribution Channel Commentary (DCC) # 100 http://www.merrifield.com/articles/100commentary.asp

  1. THEMATIC QUOTES.
  2. HOW MANY DISTRIBUTORS HAVE OUTSIDE BOARD MEMEBERS?
  3. UNDERSTANDING, LEVERAGING THE 1% RULE (AND VARIATIONS).
  4. A "DISTINCTIVE SERVICE COMPANY" THAT HAPPENS TO SELL PRODUCTS.
  5. INNOVATION TYPES FOR MATURE INDUSTRIES.
  6. MAKING THE "SERVICE PROFIT CHAIN" WORK BETTER.

Sept. 27, 2007: Distribution Channel Commentary (DCC) # 101 http://www.merrifield.com/articles/101commentary.asp

  1. THEMATIC QUOTES.
  2. ECONOMIC WOE=NECESSITY=MOTHER OF INVENTION: CATALYSTS?
  3. THINK BIG, BUT ACT SMALL WITH EVERY EMPLOYEE.
  4. THE PROS AND CONS OF PRIVATE LABEL LINES: SEMINAR.
  5. HOW TO GET A FEW MORE LIKE THIS UNITED AIRLINES PILOT?.
  6. HOW TO RIDE THE ON-DEMAND, SOFTWARE-AS-SERVICE WAVE?
  7. EXPERIMENTS IN SOCIAL NETWORKING (E.G. LINDEDIN).

Dec. 12, 2007: Distribution Channel Commentary (DCC) # 102 http://www.merrifield.com/articles/102commentary.asp

    INTRODUCTORY QUOTES
    WHAT'S BRUCE BEEN DOING?
    STREAKS IN SPORTS VS. THOSE IN BUSINESS
    THE MUSIC STOPPED FOR CITIBANK; WILL OURS FADE TOO?
    2008 PLANNING: THOUGHTS; GUIDELINES; QUESTIONS
    SCOTT BENFIELD'S 5TH BOOK ON PRIVATE LABEL GOODS
    GREEN PRODUCTS? GORE'S INCONVENIENT OVERSIGHTS

Jan. 16, 2008: Distribution Channel Commentary (DCC) # 103 http://www.merrifield.com/articles/103commentary.asp

    QUOTES
    INSPIRATIONAL STUFF AT YOUTUBE.COM, ETC.
    CANDIDATES TALK “CHANGE”; WE NEED TO WALK IT IN 2008
    DOWNTURN TACTICS; NEXT-LEVEL TUNING; OR,TRANSFORMATION?
    PRIVATE LABEL, RACE-TO-THE-BOTTOM WINNERS AND LOSERS

April 2, 2008: Distribution Channel Commentary (DCC) # 104 http://www.merrifield.com/articles/104commentary.asp

    QUOTES
    DOWNTURN DO'S AND DON'TS: Al Bates' new book & "Break from the Pack"
    "THE ILLUSIONS OF ENTREPRENEURSHIP" z(Trade Assoc. reading)
    PRIVATE LABEL GOODS NEWS/UPDATE

April 30, 2008: Distribution Channel Commentary (DCC) # 105 http://www.merrifield.com/articles/105commentary.asp

    QUOTES
    CONNECTING DOTS: MARATHON, MARS, MATH & BUNKO
    "BEST PRACTICES" FOR TOUGH TIMES: PART II
    SERVICE PROFIT CHAIN RESEARCH CONTNUES
    REINVENT THE CORE TO BE "UNSTOPPABLE"

JuLy 2, 2008: Distribution Channel Commentary (DCC) # 106 http://www.merrifield.com/articles/106commentary.asp

    QUOTES
    QUESTIONING RESTRUCTURING NEEDS AND SCENARIOS
    WHAT IS "WHOLETAILING"?
    HOW TO RETHINK MASTER DISTRIBUTION CENTER ECONOMICS?
    THE CORPORATE SMUGNESS TEST; WHO ARE YOUR CASSANDRAS?
    HOW DO CONSOLIDATORS AVOID THE KINKO'S FADE AT FedEx?
    THE BIG SWITCH.
    SHIFT HAPPENS TO JOHNNY BUNKO (FOR KIDS WITHOUT SUMMER JOBS)