Where to start??
No direction from upper management
Sell lines where upper management has most stock in
Weak line card, losing major lines left and right
Bad image with in the industry
Lack of experience with managers
Everyone is out for themselves, no TEAM concept what so ever
Marketing has no idea how to quote a customer, they just try get their GP with out communicating with other marketer's. Meaning they quote by line, not total package. Sales knows our customer's has we interact everyday with them. To marketer's they are just a number.
The quote high and try and get last look on everything is a joke. You know what you're winning business at, so just quote that price. Our competition INS team can see what they are winning business at and losing business at and quote according. They Also, do it FAST.
There are at least 10 different promo's going at one time, how can you keep up with that?
Not enough selling tool's for the field to help sell to customer's. Everyone just wants a BOM to quote, just a waist a time. I bet our success rate is below 20% on each quote.
Can think of a market where Future is at least 20% of the DTAM in that market.
A lot of people have never worked at another disty, so they think the Future way is the only way. If you poll the people, I bet most would say they are here for a pay check and waiting for something to change to get a little passion back in the company.
I can't count how many times I have walked into a customer walk in with bad news that someone messed up and your order was shipped to another customer.
When a customer say's to you.. What does your INS rep do??? They have someone quote for them, Someone enter orders, Someone expedite for them, and I am just finding out the day my order was to ship that's it not.. How do you answer that???? Stop training on how great future is, and start training on sending open order reports, crossing parts, how to do a qbr in front of a customer, how customer's business models work what they are looking for, how supply chain works (TAC), I'm sure 75% of the people have no idea what TAC means and how it works.
Give the GM the power to make a decision on the spot, it's embarrassing when you have to walk out of a meeting and say, I will check on that for you. Maybe if you had a true P&L for each branch and paid the GM's off that, you would see Free shipping drop, expenses go down, RMA's slow up. GM's would pick the right customer's and get the right people working for them if it was hitting their pocket. Oh yeah, Pay them off GP dollars and watch the GP inch upward.
