The Scorecard for Wholesalers; Turns and Earns Analysis
The Scorecard for Wholesalers: Turns and Earns Analysis By Phil Perkins President and CEO, ACUMEN Corporation In our daily life here in the United States it seems we always find a way to “rate” or “index” anything we do. If you have read any of my blogs or even my books,…
Your Inventory; Profit Center or Cost Center?
As a business focused on “inventory intensive” companies, we are constantly working with our clients to organize and optimize their inventory. Many of our clients are committed to very high service levels. Of course if you are a wholesale distributor and are dedicated to efficient order fulfilment for your customers,…
Executive Briefing – 2016-04-04
Do Wholesale Distributors Still Fear Disintermediation? By Phil Perkins President and CEO, ACUMEN Corporation In 2002 I had the opportunity to address a group of wholesale distribution business owners at a conference in Milwaukee. The subject of my talk was the move by many manufacturers to offer their products directly…
Inventory – Sales “Wonderlust”?
Our webinar on April 19 will feature inventory planning with true scientific methodology, proven by clients in over 31 countries . Read the following EXECUTIVE BRIEFING from our President and CEO, Phil Perkins. He’ll give you the link to registration at the bottom.
The Sales Process as a Project
The Sales Process as a Project By Phil Perkins President and CEO, ACUMEN Corporation In 2015 my friend and colleague Dan Schultheis, a former IBM executive and management consultant, and I published a book called “Willing To Buy; A Questioning Framework for Effective Closing”. What follows is an excerpt from…
Sell me your product in 90 seconds! (and I’ll sell you mine…)
Sell me your product in 90 seconds (and I’ll sell you mine). Ready? You have 90 seconds to sell me your product/service. Go! Oh, wait, I’m not listening right now. But do it in the comments on our LinkedIn post – this will be a great exercise. I got the idea…
Milestones of 25 Years in Business
With this posting I’m officially kicking off our celebration of 25 years in business here at ACUMEN Corporation. Quite frankly I think I had lost track of the passage of that much time, given that the work is so fulfilling. From a personal standpoint I have had the pleasure of…
ERP by Any Other Name
I don’t know about you but I get awfully tired of the three letter acronyms you see every day on business web sites and marketing pieces. CRM, SFA, SBE, POS, EDI…ERP. How many of those to you recognize? Are the meanings clear? It’s as if marketing executives spend hours making…
The Lost Art of Listening
As a business owner I’m often required to interview candidates for positions in either our consulting group or our sales team. While I love meeting new people, I can’t say that running those interviews is one of my favorite responsibilities. Nonetheless over the years I have developed certain questions that…
Lessons in Problem Solving; David’s Rule
What follows is an excerpt from my book “Points of Productivity; Turning Corporate Pain to Gain”. A second edition comes out later this year. It tells the story of how I learned to live by David’s Rule. That being: “Leave them feeling positive and you’ve created a friend and partner.”…
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