CONTACT US GLOBAL LOCATIONS ALUMNI LOGIN WHO WE ARE WHAT WE DO INSIGHTS COMMUNITY CAREERS Distribution & Wholesale Insights Unlocking Hidden Profits Growing new service offers on top of your core wholesale distribution offer is a perennial challenge. Too often services fail to get customer traction. Or worse, valuable services are given away for too little. Yet service offerings are critical to enhancing margins and improve customer loyalty without deploying much additional capital. This paper discusses the secrets to generating n... Key performance levers in your business We recently conducted interviews with 25 CEOs at billion-dollar distribution companies, asking about their priorities, what is working, and where they are consistently facing challenges. The result is a set of lessons for senior managers in distribution companies to learn from and apply to their businesses. The Sales Force Effectiveness Paradox Very often with distributor sales forces we see that up to 80% of sales value is generated from only 20% of sales force activity (even after one excludes key accounts). Several distributors have made very significant investments in seeking to upgrade sales force effectiveness in recent years. Yet we hear many CEOs of billion dollar distributors frustrated that the fundamental sales productiv... Purchasing Cost Reduction Goods For Resale (GFR) can account for up to 80% of a distributor’s cost base. With typically thin net margins, in the 3-5 % range for many companies, making progress in GFR cost reduction is a logical place to focus. But it’s not always that easy to get the vendor’s price down while maintaining the quality and service levels you need. Our experience suggests that c... Amazon and Google in Wholesale Distribution This paper looks at how CEOs of large distribution companies are responding to the online threat. It suggests six actions that will help distributors combat new online competitors and turn the rise of this new platform to their advantage Making Scientific Pricing Actually Deliver For practical advice on how to implement a more scientific pricing approach to customers, we highlight three capabilities companies need to build, linked to three enablers to drive up to three percentage points of margin (or five points of sales growth). Getting Quick Wins To Work In our experience, if done right, quick wins can provide a powerful boost to the P&L and can also initiate broader transformations. "Getting 'Quick Wins' to Work" focuses on what it takes to run a successful quick win program. Specifically it discusses with examples the three simple things that most successful quick win programs do well. Business, Fast and Simple "Business, Fast and Simple" describes the three rules for driving IT innovation without sacrificing reliability or adding cost. Given technology is a vital enabler of innovation across all areas of a business, the message of this article is relevant to a much wider audience than the IT department alone. Beware the Pricing Myths In Distribution and Wholesale, pricing decisions make senior managers anxious. They’re tricky to get right, and the stakes are high: it’s difficult to know which prices will attract business without hurting the bottom line, particularly when faced with thousands of customers, hundreds of products, and a wide range of local competitive environments. Given this complexity, it’s not surprising ... HealthBuzz: Perspectives on #MediFuture & Health Innovation http://t.co/RVas7Kih1O via @_GuideWell @wusf @TBBJnewsroom @chasedave MARSH GUY CARPENTER MERCER OLIVER WYMAN TERMS OF USE © 2014 OLIVER WYMAN GROUP