“We must never be too busy to take time to sharpen the saw”
- Stephen Covey

Article Archives

These articles are compiled works from The Distribution Team. They can be downloaded for your private use. We do ask that if you wish to republish them, please send us a note prior to use.

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Latest Article

Persuasion through Motivational Interviewing

Post by: Jason Bader - Principal, The Distribution Team

Jason will help you take on a journey to a new way of interviewing new hires or those vying for promotion. Great new ideas await you in this article!

I was recently listening to a podcast interview with one of my favorite thought leaders, Daniel Pink. Pink has this amazing ability to make sense of very complex behavioral issues. He rolls them out in a way that allows those of us who took to the more social side of university life to understand and apply motivational techniques. If you have not seen any of his work, I would highly suggest a quick search on “the science behind motivation dan pink”.

The animated YouTube video is absolutely brilliant, and I often incorporated it into leadership training. All than man-crush aside, this interview touched briefly on the concept of “motivational interviewing” as a method of persuasion. As often happens to me when I listen to smart people, this was another one of those 2 x 4 to the back of the head moment...

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A Distributor's Place in the Supply Chain

Post by: Jason Bader - Principal, The Distribution Team

It seems that everywhere I turn, someone is trying to cut out the middleman. Who is this middleman and why do I want to get rid of him? In the circles I walk in, the distribution link in the supply chain is often viewed as this part everyone is looking to cut out. I fear that this axe wielding view of the role distribution plays is due to a bad public relations campaign. Moreover, the distributor is willingly serving their head on a block when they fail to recognize and publicize their contribution to the chain. If distributors wants to remain viable, they must be able to clearly articulate their value proposition.

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Do You Own a Business - or a Job?

In this article, Jason highlights some of the ways that business owners can develop team members to a point that they can work on the business rather than in the business. 

Checklists are the Key to Preventative Maintenance

In this article, Jason talks about how checklists can be an effective tool for operational managers to take care of company assets.

Turning Branch Managers into Business Managers

In this article, Jason discusses how to educate branch managers on financials and key performance metrics.

Driving New Revenue - a Two Pronged Approach

In this article, Jason explores different ways to use sales compensation to drive new accounts and deeper penetration into existing accounts.


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