Analytics: Culture is Key to Change

To shift analytics from descriptive to prescriptive, mindset is the first thing to change.

We’re in a state now where most distribution executives recognize that analytics is a key capability to competitive advantage in the future. But few have mapped out the talent and culture changes required to get there.

Since we published the Distributor’s Guide to Analytics in February, I have had many great conversations around the challenges of building a more analytically thinking team and culture. It’s a tough shift when most analytics efforts have been focused on inventory and the more traditional descriptive analytics that include trailing financials, operational metrics and dashboards/business intelligence tools that describe what has just happened.

It is only relatively recently that more predictive and prescriptive analytics tools have gained traction in distribution, with the arenas of pricing and profitability yielding significant impact in those companies that have been able to implement initiatives and drive culture change. Far fewer companies are driving analytics in their sales and marketing efforts.

I’m looking forward to a conversation next Wednesday in our Webcast with Julia Klein, chairwoman and CEO of C.H. Briggs, a specialty construction products distributor that has worked hard to build a learning culture across the organization, with analytics as the foundation. Julia has some great insight (and honesty) into the pitfalls and mistakes that are often made in the implementation of these types of projects. But she continues to be a champion for the value and impact of analytics.

Mike Marks of Indian River Consulting Group will contribute to this conversation as a longtime champion of analytics. He has worked across four decades in change management efforts and specifically moving distributors and manufacturers away from “data-free” discussions.

Please join us for this free 60-minute webcast on Wed., Sept. 23, at 1 p.m. ET. If you can’t attend, register now to be able to access a link to the recording to listen when you can.

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