Blog

Wholesalers Pull Together

Friday, November 17, 2017
The 2017 hurricane season was unprecedented, but so was the outpouring of support from all those affected in the distribution industry. It’s been a trying couple of months with natural disasters from coast to coast. Although we, as an industry, have always pulled together to endorse the plumbing, heating, cooling and piping community, I’ve been especially moved by the show of support in the face of grief and turmoil, too. With Hurricanes Harvey, Irma, Maria and Nate hitting U.S. land with such strong forces in a short period of time, combined damages can reach well beyond $300 billion; it’s still too early to know for sure. Even more severe – the impact on human life. The rebuilding of our infrastructure, as well as businesses affected in our industry, will  [Read More...]

Driving New Revenue

Friday, November 17, 2017
Although a majority of my clients are still riding the wave of a very strong economy, a few of them are seeing a flattening of the growth curve. One could argue that the industries they serve are experiencing more sophisticated competitive pressure. While this may be a contributing factor, I would like to suggest that there is a bit of internal complacency occurring in the sales staff. Don’t get me wrong, these folks are still working at a furious pace; but I think their efforts need to be channeled into more productive activities – bringing in new accounts and expanding the product categories being purchased by existing customers. You might be thinking, “Captain Obvious strikes again.” I would agree, these suggestions are not new or novel. Let’s face it, new and novel a  [Read More...]

Power BI for Dynamics NAV Consolidated Financials

Wednesday, November 08, 2017
Power BI for Dynamics NAV Consolidated Financials
Following the blog post that talks about Power BI in general (http://www.dynamicssouthwest.com/blog/the-story-of-power-bi). This blog introduces the Power BI implementation offer for Dynamics NAV (https://appsource.microsoft.com/en-us/marketplace/consulting-services/dsw.dynamics_nav_consolidated_financials_on_power_bi). The deliverables are the financial data model, dashboards and Excel template for all the companies in one NAV database. Deliverables The Financial Data Model covers General Ledger, Accounts Payable and Accounts Receivable. The comprehensive financial optimizer dashboard provides quick access to business metrics that are key to monitoring profitability and liquidity. The “what-if” analysis parameters allows the modelling of the probable outcomes by changing  [Read More...]

The Staircase to Operational Excellence

Monday, October 30, 2017
The search for Operational Excellence (OPEx) among wholesale distributors (and manufacturers and service companies, too) is becoming more commonplace — and is now considered essential for mission critical functions and applications. Through a clearer articulation of proven process improvement approaches, it’s now possible to embark on innovation initiatives that avoid waste, improve customer experiences, and keep work processes under control. Those who anticipate and drive this future will effectively deliver value to their customers and organization. The quick pace of change in most businesses, particularly over the past decade, has wide reaching consequences in enabling new ways of working and driving changing business models, bringing with them entirely new ways of t  [Read More...]

The Changing Sales Dynamics

Monday, October 30, 2017
Much has changed in the 20 years since Growth Dynamics began researching the unique complexity of the sales arena. Everything from technology, to how customers communicate, what they expect and how they run their businesses has had a major impact on how the sales force must perform to succeed in both supplier and distributor companies. In the past, the role of a distributor and supplier was fairly specific. Suppliers utilized distributors to sell and develop business for their products in a specific market area or industry. Distributors counted on the supplier or manufacturer to provide technical support, training and product availability. All fairly simple right? Well, not today. What Has Changed for Suppliers and Distributors? The functions of distributors and su  [Read More...]