Rick Johnson: Distribution Management

Choices have consequences

Don't let emotions cloud sound business decisions.
By Rick Johnson
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I have been involved with numerous CEOs and presidents in a variety of capacities from being a personal executive coach to sitting on the board of directors to being a consultant on specific leadership and sales projects. In fact, I have walked in those executive shoes myself.


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Examining the 5-5-5 concept of effective leadership

Three of a kind.
By Rick Johnson
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Over the years I have developed a sales effectiveness program called Tier Level Selling.


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Are you properly utilizing your inside sales force?

The driving force
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 Relationship equity with the customer is still the driving force to success in sales. 


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Get your ducks in a row

Strategic focus can take your company to the next level.
By Rick Johnson
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Most companies have little difficulty achieving tactical focus.
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Solving team dysfunction

Unity goes a long way in achieving critical objectives.
By Rick Johnson
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There is a lot of talk about leadership development but very little specific leadership skill training is available.
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Hiring is not easy

Have the right approach and ask the correct questions.
By Rick Johnson
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The first thing we need to establish before going through any job interview is the objectives of the selection process. Interviewing should not be just about filling an open position. Anytime you have an opening to hire someone, you have an opportunity to build bench strength, organizational effectiveness and introduce fresh ideas and new insights into the organization.
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Practice your shooting

A fee-for-service pricing model can benefit many.
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“Shoot some dumb customers” is a term I have often used during sales seminars when the topic of customer equality and the cost of doing business with specific, usually smaller accounts centers on the question “Are we really making any money on these accounts?”
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Manufacturers demand distributors do more

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Is employee turnover just the nature of the beast?
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Pricing is the tip of the profit spear

Understanding the art of negotiating will take you places.
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It is often said profit is made on the buy side of the equation in wholesale distribution. That is a true statement. However, it only holds true if you are disciplined enough not to give that profit advantage away during the quoting and pricing process.
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BNP Media's Plumbing Group Visits Grundfos North American Headquarters

BNP Media’s Plumbing Group, comprised of the Plumbing & Mechanical, Supply House Times, PM Engineer (pme) and Reeves Journal brands, recently visited Grundfos’ new North American headquarters building in the western Chicago suburb of Downers Grove, Ill.

8/26/14 1:00 pm EST

Free Webinar: Low Temperature Heat Emitter Options in Hydronic Systems

With proper design, you can create systems that require supply water temperatures no higher than 120° F under design load conditions.

Supply House Times

August 2014

2014 August

In the August issue of Supply House Times, see what NetworkASA 2014 has to offer in terms of education and networking within the industry. WIT & Co. are celebrating a milestone, read about the 2014 SWA Convention, and see what classes the ASA Education Foundation has to offer. Also, discover the latest products and technologies in the supply chain/distribution industry.
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