1. Process Interaction 3/2/2011 copyright River Heights Consulting 2011

2. Process in Distribution The Wild west Logistics Difficulty Systemizing Warehousing Freight Shipping IT/Support

3. The Distributor Sales Process It’s Complicated and… It’s Interactive

4. There’s Pushback Do you want me Selling of Filling out Forms? My sales will go down because I will loose customer intimacy! They can’t make me do that.. This steals from my selling time… Big Brother, Mind Police Job Security I’ll fight….

5. We already have a process…. But, it’s informal… Each salesperson has their own… Real or imagined? Here are the tests of a real process..

6. Evidence Mounts Only High Process Groups Perceived Value Sales Process

8. Scientific Pricing Analysis

9. Training

11. Stronger Feedback

13. Operational Costs

14. Transactional Costs

15. Inventory Control

17. Product Level Targeting Vendor – Oriented Fast Results – typically 6 months or less Easily automated Pricing Process

18. Solution Targeting Are we there yet? plus Lean

20. Time in stage

22. Salesperson’s ability to gather information.