"PEPP" - a new tool for distribution partners to use to improve performance and profitability
March 1, 2004
I spent a lot of my professional time in my career at National Paper and Packaging focusing on our strategic supplier partners. I held the philosophy that "a product well bought is half sold." While it is always great to have a low product cost, the real essence of this philosophy is that a distributor who works to enhance his supplier's performance and results will ultimately hold the advantage in the competitive marketplace.
"PEPP," or "Partner Evaluation Performance Program," was developed to help distribution partners communicate about each other's key performance areas. While I always tried to be candid with our suppliers, including providing feedback about how realistic and effective their planning and strategies were, it was sometimes difficult to be as open as I truly wanted to be. After all, I didn't want to offend an important and strategic supplier partner, even if my intentions were to ensure we were both working in the most effective manner possible.The supplier partner felt similarly. How many suppliers whose distributor customer commands major market share want to risk offending them by being critical of a key element of their company, perhaps their marketing team or their sales management?
I designed "PEPP" as an interactive assessment tool. It enables two distribution partners to comfortably and honestly evaluate each other's strengths, as well as areas for improvement. "PEPP" is driven by the distribution partner's senior management, and involves and evaluates the key areas of each other's respective companies that truly impact profitability.
"PEPP" is an easy-to-use assessment tool that guides distribution partners through the evaluation process by enabling the partners to focus in upon and improve the specific areas of each other's companies that need improvement. Imagine being able to openly discuss areas of a key distribution partner's business that truly need attention. Then, imagine actually being able to do something to change these areas, ultimately improving performance, productivity, profitability and the overall customer experience. Everyone wins.
"PEPP" is available for purchase from "The Grover Group LLC". Jeffrey Grover, Founder of "The Grover Group LLC", is available to present and introduce "PEPP" into your organization.
