Business expansion should always be a topic for discussion. Branching out can be an excellent way to grow, but it represents a significant...

Central to any good business plan is the possibility of expanding. I am working with a distributor who asked me to advise him on adding a new branch...

Ease, Efficiency, and AI It’s hard to underestimate the power of AI. It is adding another layer of sophistication to the digitally transformed...

The word is out – or I should say, its initials are — AI. AI is dominating discussions in distribution, from webcasts to conferences. It's reshaping...

The challenge Life offers us ideas and opportunities in random ways which makes the ability to follow our passions challenging. Acting on them,...

When you can follow your passions, success is never far behind. Yet acting on your passions is often a bit of a balancing act as life offers us...

Personalization Personalization is important to successful sales and customer service. Today, technology is rapidly transforming how personalization...

Reducing dead inventory is essential for distribution companies to stay competitive. As a senior executive, I once faced a period when our obsolete...

Look to your managers Managers are the link to employee retention. The management consulting firm Gallup specializes in the science of employee...

Employee retention Employee retention is essential to a successful business.  When I reflect on my time as a sales manager, I often think of...

A change in mindset How many times have your problems kept you awake at night? Worrying about issues saps your energy and brings on insomnia. This...

As managers, we are successful when those who are in charge make the most of their talents. Identifying each individual's talents and aligning them...

A poor fit As managers, we are responsible for helping those we oversee succeed in jobs that match their talents. Sometimes we find we are dealing...

As a Sales Manager, I learned the importance of spending time with the right people. While it is logical to focus attention on reps who may be...

One of AI's greatest advantages is its ability to significantly reduce the time required for routine processes. By automating tasks such as order...

As I consult with distributors around the country, I hear a lot of discussion and concern about employee turnover. One executive noted that she felt...

Togetherness breeds success. In their book, Who Not How, Dan Sullivan and Benjamin Hardy discuss how to use teamwork to your advantage. They...

Leadership involves the ability to communicate a vision that is both compelling and clear. In their book, Who Not How, Dan Sullivan and Benjamin...

Getting unstuck I work with distributors that know they need to move forward on their digital journey but can’t seem to get to the next step. Others...

Just sit there Today’s consumer wants to buy. They do not want to be sold. If you want to succeed in 2024’s marketplace, your sales team needs to...

The customer experience The digital transformation has radically changed the Customer Experience. To stay competitive the independent distributor...

Once you have identified your customer’s needs and those making the purchasing decision, move into investment discussions and present your...

A critical phase of a successful sales cycle is validating the decision maker(s). Digitalization has made communication — the centerpiece of any...

Once you have built trust and understand your customers’ backgrounds and motivations, you can identify their needs and begin to formulate solutions....