A Book Designed to Make Small Distributors More Money
I have been a fan of Al Bates for the past three decades. Nobody understands the financial drivers of distribution like Dr. Al Bates. Those of you who have worked closely with me have probably heard me talk about Al and his efforts on behalf of distributors. Further, if I ever mentioned the “Whale Chart,” which demonstrates how over half of the typical distributor’s customers subtract from the bottom line, that is a concept I discovered through his work and conversations with him. I am currently reading his latest book, and rather than give you a book report, I have asked him to share his thoughts on the book. Please welcome as a guest blogger, Dr. Al Bates. Smaller distribution businesses have three important characteristics: 1) They are fun places to work since they aren’t bureaucracies, 2) they are highly innovative because they have to be to survive, and 3) as a group they don’t make anywhere near the profit that they should. My work with small distributors (under $20.0 mill