We all want to know what our customers value so we can better focus our value creation strategies. Customer needs and pain points are the best drivers for a company’s growth strategy development and resource allocation. However, learning what customers value and aligning our offerings to those values is easier said than done. An organized […]
Pradip Krishnadevarajan
7 Critical Factors in Calculating Cost-to-Serve in Distribution
Distributors have a harder time building business and profits if they don’t understand their cost-to-serve (CTS) and apply it to pricing decisions. The marketplace has changed drastically, and the standard cost-plus margin approach is unlikely to cover their bases across the board. Competition has crowded in, driving down gross margins and increasing customers’ expectations for […]
The 8 Traits of Resilient Distributors
Learning about the stellar results companies get from implementing best practices often sparks inspiration for distributors. Best practices that get a lot of attention include strategic pricing, inventory stratification, customer stratification, supplier management, digital marketing or any one of the 47 best practices we’ve identified in our optimizing distributor profitability framework as game-changers in distribution. […]
