2MM
View in Browser | Sign Up You’ve seen it happen. An incentive wraps up, and suddenly your sales managers, supervisors, and brand managers are buried in paperwork. They’re pulling data, building recap spreadsheets, and chasing down information payroll needs to cut checks. They’re not in the market. They’re not managing their teams. They’re doing data entry. We see this at small, mid-size, and large wholesalers alike. It’s one of the most common operational headaches in the industry, and it…
2MM
View in Browser | Sign Up You added chasers to help your drivers, but are they helping or hurting your delivery ROI? When chaser support is managed well, it is an excellent strategy to increase efficiency and driver retention. Drivers get through heavy stops faster, routes finish on time, and your team stays intact. The problem arises when wholesalers let chasers become the default instead of the exception. Chasers ride along on routes that don’t need them, and drivers get used to having help…
2MM
Note: For this 2MM, we use the term ‘incentives’ to include any pay-for-performance. If the entire sales team is consistently achieving its incentives, you likely have a problem. When we visit wholesalers, one of the metrics we look at is the Incentive Attainment Rate. More often than not, the Incentive Attainment Rates for the sales organizations we see are 90% or higher. This means that either the wholesaler has all super star sales reps, or the Incentive goals are…
2MM
In a world where it’s possible to track almost anything and everything, how do you get supervisors to better manage their people with the information available?
2MM
Business is getting more complicated each day. Implementing Key Performance Indicators (KPIs) is one way wholesalers can gain quick insight into the impacts of their decisions and the effectiveness of their overall strategy.
2MM
Every time an account “shops” the order at delivery, your warehouse and delivery absorb the real cost — up to four times the labor it took to build that order in the first place. Every wholesaler has at least some accounts that “shop” the order (try to adjust the quantity or product mix) upon delivery. No one wants to force products on an account – we get that. At the same time, allowing an account to adjust the order upon delivery not only slows down the driver but…
