Rick Johnson: Distribution Management

Rick Johnson writes about wholesale distribution management-related issues.

ARTICLES

Choices have consequences

Don't let emotions cloud sound business decisions.

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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Hiring is not easy

Have the right approach and ask the correct questions.
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.
“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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Pricing is the tip of the profit spear

Understanding the art of negotiating will take you places.
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.

3/19/15 2:00 pm EST

The Juggling Act of Specifications

Learn how to "juggle" the different variables when speccing a project with tips from this webinar. Gain knowledge in how specifications work, how it's maintained, how it can be better, easier and simpler. 

Supply House Times

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2014 January

SHT's packed January issue incdues the cover story: M&L Supply is rich in heritage and customer service; features:  Industry optimism continues to rise heading into the 2015 AHR Expo, and Distributors discuss top industry issues: Part 2; and so much more!

 

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The information SUPPLY HOUSE TIMES uses to rank the Premier 125 is the most accurate we can gather. It is primarily based on responses to a questionnaire we send to the wholesalers in our database, supplemented with information obtained from industry reports and estimates.