September 10, 2012

Strategic alliances between distributors should be aimed at improving business for all participants. But this isn’t always the driver of organizations that enable independent distributors to get together.

“Our experience is that it’s often reactive in nature,” says Brent Grover, principal at Evergreen Consulting LLC and author of The Little Black Book of Strategic Planning for Distributors. Grover recently took part in an “Ask the Author” webcast event with MDM, answering audience questions about his new book, which is available at www.mdm.com/littleblackbook.

In his experience, the frequent focus on national accounts …

In the recent MDM Webcast, Managing for Profit: Five Building Blocks of Success, Jonathan Byrnes, senior MIT lecturer and author of Islands of Profit in a Sea of Red Ink, offers strategies in five key areas that can, when applied together, help managers lead companies to a better bottom line. The webcast, the final in a four-part series on managing for profitability, is available on DVD at www.mdm.com/islands.

Even in leading companies, 30 percent to 40 percent of the business is unprofitable. At the same time, 20 percent to 30 percent is highly profitable, enough to subsidize the loss, according to Jonathan Byrnes, senior MIT lecturer and author of Islands of Profit in a Sea of Red Ink. While many business leaders tend to focus on the unprofitable aspects of their businesses in an attempt to fix what’s broken, Byrnes says companies would do well to focus more on those products and initiatives that contribute to the bottom line.

“If you don’t secure that business, you’re really in trouble,” he says.

In the recent MDM Webcast, Managing for Profit, Byrnes recommends leaders focus on five building blocks that, when executed effectively and simultaneously, can …