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Home » Bruce is back

Bruce is back

February 25, 2002
More about:  Economy
Bruce is back and in good form as his article, E=MC2 measurements for distributors, illustrates. While not as visible on the lecture circuit last year, distribution consultant Bruce Merrifield was in creative mode. He assembled a videotape series for distribution employees (available through most associations or directly from Merrifield). It's an educational tool with a track record. The series is an update and extension of a series he produced more than a decade ago that many distributors found to be a valuable tool for educating employees about fundamental business principles of distribution.


The article cuts to the chase for the economic climate of 2002: Without manufacturers' price increases to pad a bit ...

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Bruce is back and in good form as his article, E=MC2 measurements for distributors, illustrates. While not as visible on the lecture circuit last year, distribution consultant Bruce Merrifield was in creative mode. He assembled a videotape series for distribution employees (available through most associations or directly from Merrifield). It's an educational tool with a track record. The series is an update and extension of a series he produced more than a decade ago that many distributors found to be a valuable tool for educating employees about fundamental business principles of distribution.


The article cuts to the chase for the economic climate of 2002: Without manufacturers' price increases to pad a bit more and pass along, most distributors will not be able to grow margin dollars as fast as operational costs and will continue to struggle for profitability.


As he usually does, Bruce looks down the road to root out a fundamental issue as most distributors need to address lower sales volume: Over the next five years, 10 or fewer accounts will account for 80% or more of every distribution center's sales and profit growth. Which ones are they and what is the total team doing for them?


The article also offers several specific steps and key performance measurements to attack these core issues. If nothing else, the article should be a useful reality check to help finetune or adjust the strategy this year.


You may not always agree with Bruce's vision of the future five or ten years down the road, but he serves the industry well in pushing the envelope and bringing a hardball MBA approach to improving employee and company performance. Welcome back.

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