What Wholesalers Need to Stop Doing
This Brief and the accompanying checklist will help set the table for your annual business planning and help your team decide on some of the topics to discuss and the corresponding changes that need to be made.
The General Manager’s Job Description
Whether you are growing your own GM from inside your company, hiring a GM from outside the company, or currently have a GM, this Brief provides some insights that may help you design the right GM job with the right qualities, duties, and responsibilities.
Benchmarks for High Performing Wholesalers
In this issue of the Brief, we define KPIs, the impact of market share on profitability, and the most important KPIs that determine profitability.
SKU Rationalziation
This Brief is packed with useful information and tools to help wholesalers make their SKU rationalization processes more effective.
Managing Sales PFP
In this issue of the Brief, we discuss the common problems and strategies the wholesaler’s brand team can use to manage suppliers in the PFP process.
Sales Compensation Watchouts
In this issue of the Brief, we discuss various sales compensation watch-outs (i.e. potential problems) for wholesalers to check on within their own companies.