If you (as a distributor) want to "get paid for service value" and then marry the biggest, best customers on a win-win basis, then you will need to understand some or all of the building block concepts in the video clips below. The first section (playlist) of video clips will explain more. As you scroll down, you will see the titles of the slides in each clip in the first four of many contemplated sub-sections. If one slide-title looks interesting, click on the playlist link at the top of its sub- section, then within the youtube playlist you can scroll down to the slide(s) you may want to check out.
For anyone who is a twitter user, you can sign up for my tweets about new (and questions about old) video clip posting at twitter@db_merrifield.
For now, this is the first iteration of a grand experiment. I need your feedback on how to improve the total offering in any way. Hope you find this helpful. Be in touch!
Module 1: Introduction to "Getting Paid for Service Value" (view YouTube playlist)
Introduction to: "Getting Paid for Service Value"
What is This?
My Teaching Design Assumptions
Re-Use It? "Creative Commons"?
Is "Getting Paid for Service Value" (GPFSV) a Good First Question?
Is GPFSV a Good FIrst Question?
Key Themes for the E-Vid Clips
Five Strategic Puzzle Pieces
The (Linear) Order of E-Vid Clips
The Price/Transactional Game?
Levels of "VP Supply Chain" Objectives
"Service" (x) 11 Elements of: "Total Procurement Cost" (TPC)
Service Feature -> TPC Benefits
TPC BLIND SPOTS?
TPC Price-Trap Names:
TPC APP: Distributors Lower It!
Other "Middle-Man" Benefits?
Big-Buy, Forecast Accuracy (x) Time
Last-Look +1 for rep? (in trx'l game)
And, "Service Value" gets +1 pt. too!
Are Higher Prices Really Possible?
"Service Value Vision Gaps"
Concept of "Value-Exchange Mgt."?
Top & Bottom 4: GM-CTS=NBC*
Top/Bottom Observations (1)
Top/Bottom Observations (2)
Law of Reciprocal Channel-Activity Costs
Case Study: Losing Customer CTS
Up-Time Metric: Contractor Case
Customer Retent'n/Defect'n Math
CASE STUDY: Hi CTS Contractor: Over-Focuses on: "No Inventory"
Summary Q's About Selling Service-Value-Chain Memes
Module 2: Life-Cycle Thinking: Supply-Chain Buying and Selling" (view YouTube playlist)
Our Life-Cycle Thinking for: Supply-Chain Buying and Selling
Adoption Curves, Their Life Cycles for: Products and Ideas
Length of Different Life-Cycles?
Big Right Change - Big ROI
Key Dates for Supply-Chain Memes
Four Innovation Zones
Still Blinded by: "Economies of Scale"
Blind Spots for B/E Chart
Why Every Customer/GM$ Counts?
"Aren't All Costs Fixed for Today?"
Case #'s: 5/5 Team and Minnow Divis'n
Acorn Customers into Oaks?
"But, Competitors can't get anything?"
The Sales Force Will Retaliate! (?)
Your Channel's Life-Cycle History?
Success Rules for: Growth Stage v. Consolidation? Be in Synch or Die!
Consolidating-Customer, Next-Level, Cost-Reduction Necessities
Evolution of "Value-Added"
"Augmented Product" x Life-Cycle
Logical (?) Order for Service Elements
Can distributors lead supply-chain changes?
Can We "Renew" our company?
Module 3: The Need for "Line Item Profit Analytics" (LIPA) (view YouTube playlist)
The Need for "Line Item Profit Analytics" (LIPA)
Low ROI on past "Analytics"?
Must Read Book to Rethink Core Management Assumptions
Create 4-directional, Profit-Power #'s
What are "power laws"?
Observations for LIPA Rankings?
GM$-CTS=Profit, Whale-Cure: 20/140
Customer, Whale-Curve Q's
Customer Whale Curve Blind Spot
Whale-Curve, Twin Cases
CTS, Belief System Overhaul(1)
CTS Belief Overhaul (2)
SKU Power Laws: 10/500, 3/(300)
Supplier Power Laws: 15/350, 1/(150)
Supplier SKU Power Law? Not really.
Different "Peak Profits" for Each Lens: Leverage Points! Life-cycle driver?
Power-Law, Customer-Centric Q's?
"5-5-5" Account Upside?
LIPA-enabled, "islands" Journey Steps?
Step 2: CTS/LIPA In-House?
Or, Dictator Turn-Around, "First Peel" ('76)
Ballpark MRO WD TRX #s
Profit/Loss on $200 ORDER@25% GM?
Pros/Cons of KISS Equation
#3: Solving Ranking-Report Trauma?
5-why causes? Then What?
GM$ Per Activity Cost Unit
#4: Deep-dive, cross-ref, cause-search analytics architecture design
Guidelines Start to Emerge
#5: Insights into Solutions/Plays
#6: Re-educate, Re-skill, Re-compensate
Incentives on: Sales, GM$'s, GM%?
Rules of 5-to-7 and 1-to-10
Advanced Profit Improvement Convergence (APIC)
#7: Open-book Selling/Buying?
#8: "Tracking Reports" for Profit Plays?
Track Scripts; Gain-share Profits
Module 4: Customer Nichonomics (View YouTube playlist)
What are you going to learn?
Nichonomics: Big Questions?
Product-Centric Customer TPC/PAT Demand Creation Low-Cost Fulfillment
We've always been customer-centric!
Branch's #1 Historic, Best Niche
Niche Varies by PBIT: 100% +?
5 Intersecting Lenses
Value-Buying Categories of Customers
Intersection of Loyalty and TPC Buying
Sub-Divide a Segment by Selling Method Cost Boundaries
Service Value Allocation Maps: Present and Future GM$/month boundaries for A,B,C?
A-D "Service Model" Examples
Decatheletes v. Niche (event) Specialists
CASE: What's our #1 Niche?
Overview on: 5-5-5 Report
"Research": Service Value Eq.
Customer Listening Guidelines
Service Varies by Niche
(e.g.) MRO Buyer Service Quirks
Service Quirks: Estimators' Speed Needs
Case: 5-5-5 Survey Action Items
(a) Heroic Acts: Wally Bojorquez' NPV
(b) Case: What are the "Big 8"?
(c-1) Thoughts on Fill-rate Economics
(c-2) Beef Winner, Fill-rate Benefits
SKU Popularity/Profitability Report?
Niche-Service Retention Economics
Case: Grocery Customer Churn Stats
"(Niche) Service Profit Chain"
"Service Retention Sub-Maps" x My DVD HPDIFA Modules (3 options)
Strategy Map Levels
Nxt. Sub-Section: Niche Ex. Services
Do entre(intra)prenurial Steps
Dream Extra Service Criteria
Role of Outside Rep Changing
"Hard Matrix" Total Team Support
Target Account Criteria
Who can Crack Them?
Dome Selling Process
Nine Steps to a System
Be a "10"
Do the Sales Force DURRR?*
DURRR Case Study (Art:2.19)
Economies of Scale within a Niche?
Plus Partner-Growth Economics?
What's a (niche) profit pool (PP)?
Vision: Best-Value Exch. Equation
"1st Choice" by all Stakeholders
Nichonomics Summary Steps(1)
Nichonomics Summary Steps(2)
Can We Be and Excellence Freak!?
Why Don't We?
The Niche Focus/Service Test
Q's: Making Niche Service Happen? Preview of Coming Sections
Module 5: Achieving Service Value (View YouTube playlist)
High-Performance Environment Thoughts
Overview: Six Boundary Systems for Self-Organizing Initiative
6 Systems Fulfill Alternative
"Self-Organizing" Energy/Creativity ?
Bottom-Up, Self-Organizing Experiments
Hex. Side 1: Service Value
Overview of My Big 8 Service
Hex. Side 2: Balanced
(2) Co-Opetive Benchmarking
(2) Team's Co-creative Input
Small-Win News - 110% Cont. Buy-In
When/How to do Praisings
Praising Statement Format
Philosophy: Better v. Being Greatest
"Praise Tightwad" Solution?
RE: Nit-Picking Naysayers
Praisings Wrap-Up Thoughts
Hex. Side 3: GAAP #s
Hex. Side 4: WIIM/ABC's Capitalism
Hex. Side 5: Mastery Rankings
How Do We Grow? To Where?
Transformational Re-Invention Isn't Incremental
Selling Skills: Transformational Levels
Levels of Individual Performance
Info/Creative Economy: Self-Starters?
Wheel of learning + Bets = Failing Forward
Cont. Improve for "Dead-End" Jobs
Mastery Path Scenarios
The Mastery Path
All "New" Requires Failing
The Path of Endless Climax
Summary for Mastery Scenarios
Philosophical Assumptions for Mastery
Mastery (x) Strategic Assumptions
Wheel of learning + Bets = Failing Forward
Best Q's to Start Wheel of Learning?
Guidelines for "Theories"/Ideas
Design Adjectives for Experiments
"Fail" to Learn & Master?
"Frugally, Fast" (& Simply)
Flexibility v. Be-right Expert
Good Mistakes by Dynamic Teams?
Improv Wisdom: "Maxims"
"Flow": Definition of...
10 Factors About Flow
Psychological Flow (Csikszentmihalyi)
Mastery Skills Within Flow Channel
Creative Tension for Progress
Mastery of A Learning Vid. Clip/Meme
Multi-media, repetitious Learning
Every Employee a First-Time Tutor
5-7 for: Rules of 5-to-7 & 1-to-10
Why Don't Distributors Educate?
Upfront Investment in People
How to Bootstrap from: Hire Cheap, Work Hard
Weed to Feed: Coasters Reassess
Case: Hire a "10" into Team of 2-5's?
Learn-to-Earn Game Factors?
Monthly Mastery Growth Report
Hex. Side 6: 100% "adults/partners"
New Classic Picture
Name/Claim/Own: Boss-Serf Game
Hired Hands - "Partners" Test
"Boss" Habits = Situational Leadership
Knowers - Learners
Alternative Model for HEX: "Balanced Scorecard"
Generic Definitions for Distributors?
"Generic Levels" Summarized:
Hex. & Balanced Scorecard
Corporate "Culture" is Missing!?
Elements of Culture?
Hopes for this e-Vid Clip Series
NEXT? Record at "Changing"?
Module 6: Change Management (View YouTube playlist)
Change Management: Agenda
Assumptions About Change (1)
Assumptions (2): Few Continuous Innovators? Why?
Assumptions (3): Fate of 90%+?
WPT Enables This?
Our Future Innovation Gap?
But, Past Track-Record for Planned "Changes"
A New World Takes New Thinking: More on Mental Models
New Mental Models into Action
Change Thinking Levels (1)
Change Thinking Levels (2)
Range of Change Possibilities
Historical Odds for Change Types
Transformational Strategy for Dis-Continuous Change
Simple Change = Extreme Transformation?
From McDonald's Past?
Portfolio Path for Innovations?
Knowing What's Possible/Right isn't the Problem?
Lead from the Middle!
Mercer Study: Cost Cutters Don't Prosper! (?)
The Exceptional Stars
How They Did It
Contrasting Company Pairs Study
Company Pair Lessons
Success Declines with Distance from Core
How We/Industries Change
Forces Pro/Con Change
Force Field Diagram: Rational Pros/Cons Only
Common (Emotional) Reasons for Resistance
Psychological Power Push Backs
Habits: Chemical, Neural Pathways
Pain of Change?
Change = Gain and Pain! (?)
"Health is 1st Wealth" v. Life or Death Stats
Key Company Wellness Guidelines?*
What's our Change Mgt. Track Record?
Quick Fix (+) Bribe Pattern
Gaps to Fill
Knowledge Gap Too (?)
The Seven Doors of Social Change x Enormous Repetition
The Transition Stage
What Will Happen?
Tool Checklist for the Trip
For Permanent Improvements
Levels of Existing Job - Try Harder or Smarter?
Module 7: Change Management Tools (View YouTube playlist)
What's New in Change Management?
SWITCH: Facts, Comments
"Switch" Authors' Guidelines
Rider and Elephant
Rider and Elephant (Triune Brain)
Rider and Elephant + "Corporate Culture?"
Analytics - Bright Spot(s), Power Laws
"Scripts?": Ideas - Wealth
Scripts in the Net-Profit-Analytics Journey
Think Big, Act Small, and Collaborate
Other Change Management Tools
"IDEATION": Many "Good" - 1 "Great"
Ideation Terms and Management
Don't Rush to Answers
Objections to "Diverging and Processing"
Real Concerns Behind Stall Statements?
Boosting Idea Flow
Guidelines for an Idea System
Section Summary Points
Change Mgt. Summary Points
Section Summary Questions
Module 8: Corporate Culture Management (View YouTube playlist)
"CC" Questions to Address
CC Can be Profitable/Unprofitable
History of CC Management
Why is NOW a Good Time for CC Mgt?
History: Strong and Weak Types
McKinsey's 7-S Framework
Culture Eats (change) Strategy for Breakfast
Interplay of 5 Factors: My Turnarounds
Thoughts on 5 Factors (1)
Interplay of Factors (2)
Interplay Factors (3)
General Summary: Culture is...
Most Common, Culture Sub-elements?
Define Present Culture Elements?
Generic Phrasings for Some Culture Components (1)
Generic Phrasings for Some Culture Components (2)
Generic Phrasings for Some Culture Components (3)
Define Our Present Culture (Pt. A)?
Our Present (family) Culture (2)
Vision Tool: Wally Test 1
Wally Test 2: Answers to Friend's Q's
Summarize/Discuss Survey Results
Catalyst for 10/10 Journey?
To Be a "10-People and 10-Results"
How do we Make our Luck?
Make Innovation a Team Sport?
Make Work the Greatest Game!
Summary of CC Mgt Section