Issue Allstar

E-Trends in the PHCP Channel

Hence, for this installment, I’ll stay with existing trends for predictions on the effect of e-commerce in the PHCP channel. Given the disruptive nature of...more...

Dealing with Nostalgic Employees

A few weeks ago, an employee of one of the companies I coach privately reached out to me. I had spoken with him while I...more...

Hold ’Em or Fold ’Em?

Most of us remember the popular Kenny Rogers song about knowing when to “hold’em” and when to “fold ‘em.” A lot of success in life...more...

The Imperative of Operational Excellence

Given the speed of change in wholesale-distribution, particularly in the “business value” every wholesale distributor will need to project, operational excellence (OPEX) will become more...more...

Buying Online

A few years back, we were asked to review the e-commerce efforts of a sizable distributor/manufacturer serving the MRO/Industrial sector. The firm covered most of...more...

﷯Create Tax-Free Wealth

The comprehensive tax plan creates great tax results, while generating a huge amount of cash for your kids and grandchildren. The easiest way to quickly...more...

Observing the Operation of the Business

As consultants, we have visited many wholesalers’ stores and warehouses over the last 26 years (Jen hasn’t been visiting quite that long). Often the visits...more...

Avoid the life insurance trap

The easiest way for a successful business owner to create tax-free wealth is by the proper use of life insurance. Unfortunately, because of the complexity...more...

Get into position for a market hit

Imagine a scenario where the market drops 20 percent this year. Sounds drastic, but in fact it did just that in 2001, and again 2002,...more...

Distribution Best Practices

In many parts of the country, the pace of commerce has slowed somewhat as winter sets in. Many wholesalers are taking a well-deserved break from...more...

Where are you with ERP?

This is a business decision —We think many facets of an ROI analysis apply quite well to this situation. In our experience, though, many of...more...

The secret to keeping your retirement plan dollars away from the IRS

For most Americans, retirement planning revolves around qualified plans (for example, IRA, 401(k), profit-sharing plan and the like). It’s a fact: Mention retirement to any...more...

Marketing is essential to wholesaler e-commerce

The growth of e-commerce as a competitive advantage in B2B distribution is becoming well known. Almost weekly, we get calls from wholesalers who have challenges...more...

The product content value chain

Our 2016 research on e-commerce for distributors finds a significant gap in online performance. For the past three years, 20 percent of distributors transact 80...more...

The benefits of Exchange Traded Funds

I am of the belief that Exchange Traded Funds, commonly called “ETFs” are one of the most innovative financial instruments in the money management industry....more...

The e-commerce imperative and rise of channel conflict

Eighteen months ago, yours truly finished a long-term project on the West Coast. Coming back to my home in the Chicago burbs, I realized that...more...

Are you properly managing your 401(k)?

The 401(k) savings tool has come a long way since its inception, offering more options and versatility than ever before. The problem is that many...more...

Supplier: “Thank you, now goodbye!”

I have been at this industrial distribution thing for a long time, which in turn provides a historical perspective. Through that lens, I recall the...more...

Promotions should always be on your to-do list

Wholesaling continues to get more complex, but we think there is one basic that should not be ignored. While the list of activities for high-performance...more...

Internal relationships

What do you do? If you are alone in your office, you can say it out loud; I won’t tell anyone you are talking to...more...

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