Not Waste Not Want Not

Not Waste Not Want Not

A saying that was prevalent in my childhood was “waste not, want not”. The underlying idea of this is that you shouldn’t let anything go to waste. It was something that I was often told at the dinner table – meaning ‘don’t leave anything on your plate’. I suppose that...

Muda, Mura, Muri

I know, it doesn’t quite have the same ring to it as ‘Veni, Vidi, Vici’, but these 3 words and the concepts behind them could be just as huge, albeit in a very different sphere of human endeavour. In my last blog, I started talking ‘lean’ and discussing how lean...
How to Increase Channel Sales

How to Increase Channel Sales

Some time ago a friend went into one of those big box athletic stores to buy some new runners. She was amazed at what she saw. The big names, you know Nike, Adidas, New Balance and so on were all there in their brightly-coloured boxes, in-store displays and prices...
Designing a Partner Program

Designing a Partner Program

We are often asked: “How do I make my channel members sell more of my stuff and less of the other guy’s stuff?” “Should I have bigger commissions for the top performers?” “Should we have spiffs to push sales?” “What sort of loyalty program should I create?” First of...
Find the Root Cause of your Inefficiencies

Find the Root Cause of your Inefficiencies

Many times when I start working with a new client, I get that look that is half apologetic, half embarrassed, half saying “ I don’t know how this mess happened, but please help me get out of it”.   I know – that’s a lot of body language to interpret from one look. And...