HARDI distributors have mastered the art of change. They have shifted their business model from relationship and local inventory to value-creation and problem solving. They have streamlined and focused their business to match the new economy. Most have become reasonably skilled at planning, and a growing number are developing longer-term strategic visions. In a few instances, these folks have begun to build a process around their selling activities. We’ve come a long way in just a couple of decades. But one critical piece is missing: analytics.
Join me as we explore a few basic analytic skills our industry must develop over the coming years to remain relevant to our markets. The list is long, but we will look at three topics focused on creating greater equity for our companies.