Forget Commodities. I’m a “Specialty Supplier.” Right?

  When it comes to margins and serving customers who remain loyal to us due to the high-end products we provide—everyone knows the value of being a specialty products’ provider, right? And in addition, its our least loyal, price-shopping customers that make us often consider cutting out commodity products altogether. So what would be wrong with increasing our focus on […]

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Permanent Whitewater

Throughout my career, it seems I’ve been engaged in continuous change. Whether it was developing a new channel model; helping market partners understand new ways of selling; or participating in the pioneering of a new program, product, or industry. I like to say that “the smooth waters are behind us and there’s nothing ahead but permanent whitewater.” We all have […]

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