Browsing: business

If your 2024 plan is to do more of the same but just better, I’d argue that’s not a plan at all. Right now, distributors need to have a serious conversation about: What they’ll do that’s different. What they’re going to invest. I see a lot of distributors talking in circles about what they could do and what others are doing to grow sales, expand margin and increase business value. However, when they finally come to the table to define their objectives for the next year, they don’t make a larger commitment. Distributors can’t afford to do that again this…

By Jay Speilvogel, Venator Sales Group, LLC “My reps are winging it on sales calls.” “Our salespeople are acting in an entirely reactive mode when in front of prospects.” “When I ride-along with my reps, I am surprised at how unprepared they are for each call.” We were all taught at a young age Napoleon Hill’s famous quote, “plan our work and work our plan.” Many might also be familiar with Ben Franklin’s quote, “if you fail to plan, you are planning to fail.” The challenge for most sales managers is that their people, both seasoned and brand new, are…

by Patrick Lencioni These days, virtually no one will tell you that teamwork isn’t important when it comes to an organization achieving its goals. Even cynics understand that groups of people who are willing to put their individual interests aside for the good of the team will outperform groups of people who do not. Having said that, there is something that often happens after a team succeeds that suggests many of us might be discounting the real power of teamwork. A great example of this happens in the world of professional sports. With the football season having just wrapped up,…

By Bill McCloy, Managing Director, AmWINS Program Underwriters, Welding DistributorPro Insurance Program Your business has suffered a loss – a natural disaster or a fire.  So much of how you respond after a loss is predicated on how well you’ve prepared prior to a loss.  Ask yourself these questions: Have you developed an Emergency Response Plan or Disaster Recovery Plan?  Do you have inventory lists, plot maps, vehicle registrations, accounts receivable and payable, or key contact information documented and backed up?  Is your back-up secured off site?   Do you have a dedicated individual accountable for coordinating the response if…