Community is integral to staying innovative and competitive in any industry. The Zilliant Blog aims to provide information and strategies that help companies think differently about optimizing their business decisions to help them make their numbers. Educational and insightful, each post presents a new challenge to the status quo. From infographics to price elasticity, the list below ranks the top five posts of the year thus far, listed by the numbers.
No. 5: Overcome Profit Leakage: Manufacturers Should Adopt “Pay-for-Performance” Approach with Distributors
In this post from January 2014, Barrett Thompson tackles how manufacturers can overcome the challenge of distributors “gaming” the system to secure lower prices. Here, he advises shifting the burden of performance and planning ahead for rebate programs. “A cautionary tale: A big distributor once held claims for 18 months, then filed a single enormous rebate that caught the manufacturer totally off guard and gave them a huge phantom loss for the month in which they paid out that rebate. Take the necessary steps to avoid that situation.” Read more …
No. 4: The Most Important Decision: Deciding How to Make Decisions
This post from Zilliant CEO Greg Peters calls out a major (yet deceivingly minor) challenge in overcoming B2B complexity: “Even the most well-intentioned employees cannot accurately and consistently make the best decision that aligns with company strategy each and every time. They are only human. While that may sound like a cop-out, humans are, in fact, persistently inconsistent in their decision-making and predictions.” Read his thoughts on how when each small decision is made optimally, the entire company benefits.
No. 3: Price Elasticity in B2B … Who’s Right?
This post from contributor and MindBrew Editor Rafe VanDenBerg delves into a persistent debate in B2B pricing. There are opposing views [Read more...]