Ken Brown, partner at Evergreen Consulting, LLC is the keynote speaker for Tribute's annual user's group meeting, TribNet.
Evergreen Consulting is a boutique consulting firm devoted entirely on the wholesale distribution channel. Their focus area is strategic pricing (SMART Pricing) and customer profitability (SMART CPA). They also facilitate strategic planning and sales compensation projects for Evergreen clients. The firm was founded in 2001 by Brent Grover, the former CEO and co-owner of National Paper & Packaging, a nationally-known distribution business.
During his tenure at National Paper & Packaging, Brent applied sound financial and strategic management principles to the distribution business. The company was known for innovations and also for its track record of consistent industry-leading return on investment. Prior to his distribution industry career he was with Arthur Andersen & Co. and he is also an Adjunct Professor at Case Weatherhead School of Management.
Ken Brown joined Evergreen as a partner in 2007. A former president of SupplyOne Retail and National Paper & Packaging, Ken led the growth and expansion of the retail business implementing logistics and supply chain management programs for large multiple location retailers nationwide. Ken’s strong background in sales, sales management and corporate leadership complements Brent’s focus on finance and strategy.
The partners have conducted workshops and presentations at many companies and industry trade associations such as: Affiliated Distributors (AD), Association of High Technology Distributors (AHTD), Fluid Power Distributors Association (FPDA), Industrial Supply Association (ISA), National Association for Hose and Accessories Distribution (NAHAD), National Association of Electrical Distributors (NAED), Materials Handling Equipment Distributors Association (MHEDA), Safety Equipment Distributors Association (SEDA), and more.
Attendees will learn:
How leveraging the information already in your ERP system can help you find significant opportunities to grow your top line margin.
Why customer segmentation and stratification will not only help with your pricing strategy but also in determining what products and services to offer.
We often become so focused on sales volume and gross profit that we forget what’s most important to the long term survival of our businesses…net profit. “Distributor Finance 101” is a basic training that’s focused on having your sales force understand how and when you really make money (net profit).
How to determine which customers are responsible for generating your net profit and which customers have a higher cost to serve than the gross profit they generate.
How to refine your company’s sales and marketing strategy to find and retain customers that contribute the most to your bottom line.
How to align your products and services to meet the needs of your most valuable customers and avoid overserving less desirable customers.
Tribute, Inc. is a provider of ERP business management software for industrial distributors in the fluid power, motion control, and automation marketplace. Tribute holds an annual user's group meeting for software training, updates on industry trends, networking, and contributing input into the direction of the software. Tribute staff look forward to hearing his presentation and connecting with customers and vendors in New Orleans at the 2016 TribNet meeting.