Shifting Expectations: Inside the PPAI 100 Distributor Mindset

In a recent article on growing margins, I discussed the “Danger Zone” of small orders with low margins as these are money-losing orders for distributors. For most distributors, sales rep compensation plans reward reps for all sales regardless of company profitability. This disconnect between what’s good for the company and what’s good for the sales […]

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When was the last time you grabbed a coffee with a new contact or reconnected with an old colleague? With a lighter rhythm to the workweek during the summer, you may want to consider reaching out for a casual coffee meeting. It’s a great way to learn something new and expand your network in a […]

This Pride Month looks different from that of previous years. Whereas ads for merchandise emblazoned with “Love Is Love” and rainbow-themed company logos were commonplace, there’s now a noticeable lack of color. Your eyes aren’t playing tricks on you. Nearly 40% of companies planned to reduce Pride-related engagement this year, according to a recent poll […]