Verno Consulting

Many warehouse managers are focused on getting the job done, not necessarily getting the job done efficiently. It’s easy to see why this happens. Most warehouse managers are juggling several balls at the same time. Most warehouse supervisors are working supervisors -they help their crews get the work done - and no one has ever taught them to measure work and move people around throughout the shift. This problem is further complicated because the most senior warehouse personnel have been...

Every time you call your sales team in for another "quick" meeting, you're pulling money out of your pocket. Is the meeting worth it? While you think you're building alignment and sharing critical updates, your top performers are sitting in a meeting room instead of closing deals. The frustration is palpable: your best salespeople check their phones, mentally calculating the commissions they're losing while listening to updates that could have been delivered through email. As a wholesaler who...

Wholesalers face operational challenges in the drug and discount channel that become more costly as more stores open. Continuing to add marginal accounts increases wholesalers’ costs and decreases profitability. When looked at in aggregate, the drug and discount channels are large. Suppliers consider these channels large volumes and want to ensure these accounts receive the necessary service. However, most drug and discount stores are small accounts for wholesalers in terms of volume and fail...

When an account places its orders through the online portal, this doesn’t mean the sales rep can skip the account. Many of these online accounts still need to be seen by a sales rep. Wholesalers need to be intentional when designing their account coverage models for online accounts. Sales strategy is developed and driven by management, not the sales reps. This includes decisions regarding who should call on the online accounts, the reps’ role in the accounts, and the frequency of the calls....