“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

Creating a Buzz Around a New Location

Post by: Jason Bader - Principal, The Distribution Team

A few weeks ago, I was facilitating a discussion of marketing professionals trying to help one of their colleagues provide marketing support for a new location opening. As always, I am dazzled by the brilliance of this group and how they can absolutely make me wish I had this kind of talent around me when I was a distribution executive. In this article, I will focus on the marketing side, but there is certainly a whole discussion that needs to be had around the inventory and logistical side. Perhaps that would be a good follow up for next month.

In this scenario, brought forth by one of the cohorts, the company had decided to open a new location a few hours away from the headquarters. The thought was to create a much larger facility than they had in relatively close proximity and try to dominate the market by sheer presence and product availability. This member was charged with creating a buzz prior to opening and to identify potential market segment to assist the sales direction. By the way, we don’t have an established budget and no precedent for promotion. Good luck and make us proud. I can see why she was throwing a lifeline out to the group. By any measure, this is a daunting task.

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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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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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