Familiarity breeds complacency (a more malevolent condition than contempt). Complacency, as relayed in a previous post will, in its turn, breed resistance to change and avoidance of risk.
It is especially worrisome when strategic accounts become complacent. Thursday, Bull Terrier and ...
Everyone knew what they were in for going in. Don is a good customer. Yes, he has an outsized ego, but he does what he says and that is a rare commodity these days. We were at dinner, the Don ...
A supply chain is only as strong as the relationship a company has with each of its links.
We do not manufacture all the products we sell. In some cases, to flesh out our lines, to meet the needs of niche ...
This decidedly apocryphal tale segues neatly - if not obviously - to the marketing of cellular phones. There is a cornucopia of choice among the various wireless communication service providers, each with a plethora of plans and a near infinite ...
It was late. I peered through the slats of the blinds covering my wall-to-wall window; they sliced the night sky into thin ribbons.
I was asked by our CEO, the always polite but persevering Man from Glad, to look into our ...
Hearts pumping and blood coursing at high speed through our arteries, General Ledger and I felt the need to slow things down with an immediate injection of high-test cholesterol. So we sauntered over to the nearest Wendy’s – pigtails, freckles, ...
The Board made it clear to our CEO, the ever-compliant and always attentive Man from Glad, that it would like to see our rebate programs simplified. This is not their way of saying that the programs are too complex; it ...
Who buys has need of a hundred eyes, who sells has need of one.
Bull Terrier, our newly-minted sales VP, and Cowboy Bob, who heads up retail sales, called on a national retailer last week to push through a price increase ...
One way to break into a new segment relatively quickly and painlessly is by aligning with an existing supplier. For those following this story, we have been talking to a strong regional manufacturer of electronic security systems for the industrial ...
About two years ago, I went with our CEO, the well-bred and always well-mannered Man from Glad, to visit one of our key wholesalers. This customer is not a likeable man and we had no expectations that this would be ...
