Created by Kues1 - Freepik.com Looking back at American manufacturing, a New Renaissance took place in the latter two decades of the 20th Century.  It started slowly, but by the mid-1990s, companies large and small began to apply principles tied to lean manufacturing and the related quest for continuous improvement. Coming out of the movement was the “Black Belt.”  Initially, Black Belts worked entirely within the manufacturing process; leading teams through what was once viewed as the hazy world of plant floor work and material flows. By the turn of the new millennium, the concept had been pushed to other processes. Things like order flows, procurement systems and even human-centric processes were scrutinized.  Similar to the manufacturing world, massive improvements were made.  Companies enjoyed new found efficiencies and gained a competitive advantage. One person saw the advantage of putting the same principle to work on the pricing process.  Enter ...

A few seats left for SPA's Complimentary Strategic Pricing Seminar and Training Workshop in Las Vegas, NV | October 15-16 Attending one of our seminars is a great way to keep current on the latest in Strategic Pricing tactics, technology, and training as well as other related topics that will allow your company to stay competitive, improve financial performance, and drive shareholder value. Equal parts strategy and practical tactics, this year's event starts with a half-day training workshop for current clients and concludes with a full-day complimentary Strategic Pricing Seminar. The event will be held at the Aria Resort and Casino in Las Vegas, NV. There is no cost to enroll or attend, and you will take back valuable information on how to drive improvements in your bottom line. The seminar will address key topics that are particularly relevant in a recovering economy as it brings together an outstanding group of industry experts - register soon as space is limited. ...

Over the past decade, modern distributors have implemented massive organizational change. Most were driven by customer needs and market demands while a few others were based on shifts in the behavior of our supply partners. But, I believe the time has come for us to consider our own needs. The time has come to build a position which benefits the shareholders of the wholesaler. For the next few moments, let’s review some of the new positions and faces around most distributors. Enter the Professional Salesperson Based on any objective view, salespeople have become more professional. Rather than the back-slapping, good ole boy relationship builders of our fathers’ day, salespeople are positioned to add measurable customer-focused value. Instead of carrying stacks of catalogs and the latest jokes, today’s sellers bring technical know-how and professional problem solving skills. Distributor sellers manage their calendars better, orchestrate teams of support people and often und...