Home > Pierian Articles

Pierian Principal Interviewed

The Worst Biz Mistakes College Grads Make
Pierian principal Joan Adams interviewed on video for Forbes 01 February 2017

Trump Era — What’s It Like For Conservative Women?
Pierian principal Joan Adams interviewed on video for Forbes 18 January 2017

Why Small Biz Loves Trump
Pierian principal Joan Adams interviewed on video for Forbes 18 January 2017


Latest articles

Vendors: Can’t live with ’em, can’t live without ’em

“SWOTTING” at new sales: The key to finding new customers is to have a targeted plan

Group Think: The good, the bad and the ugly about group purchasing organizations

Sales

Performance Improvement—Inside Sales: How to identify and reduce “non-sales” activities.

The Key to Higher Margins is Selling Solutions—Not Products (.pdf file)

Increase Your Sales—One Step At A Time: Start with these five suggestions.

Shake Up Sales: Shake up the system—not just the personnel.

Three Crucial Components Of Sales: Closing the deal requires some advance preparation.

Lean For Sales: Shorten the order cycle time to improve cash flow.

“SWOTTING” at new sales: The key to finding new customers is to have a targeted plan

Lean operation

The Lean Approach: What is “Lean?”

Quick Budget Cuts: A cost reduction program is great, but takes time. Here are some things you can do right away.

Lean Techniques: Evaluate what’s needed in an area and, even more important, what’s NOT needed.

Stop Wasting Time, Effort, Money!: The total elimination of “muda” is the key to improving operations and profit.

Muda II—Solutions To Waste: The earlier you stop an error, the less costly it is.

One-Piece Flow: Batching is a very bad habit.

Quality Is Free: Do it right the first time.

Lean For Sales: Shorten the order cycle time to improve cash flow.

Domestic Vs. Foreign PVF Manufacturers: The number one complaint I hear from distributors is lead time.

What’s Killing U.S. Manufacturers: It is time to change focus.

The Goal: A constraint determines your overall speed.

The State Of U.S. Manufacturing—MAPI Publishes A Report: The U.S. continues to be the source for innovation.

Customer management

Birds In Hand: The best opportunities for increased sales are right under your nose.

The Perfect Customer: When it comes to selecting customers, it pays to be picky.

Improving Customer Service

Finding New Customers: Try a new and different way to replenish your customer base.

The Do’s And Don’ts Of Loyalty Programs: Beware of simply “giving stuff away” to make customers happy.

Benchmarking PVF Distributors: Inter-industry comparisons can be misleading.

Lessons From McDonald’s: PVF wholesalers can learn how to improve customer loyalty from the fast-food giant.

Self-Service: Curse Or Competitive Advantage?: Your customers will love you for it.

Employee management

People, People, People: Hiring the right people requires a systematic approach.

The Many Costs Of Employee Churn: Happy employees make happy customers.

The Readers have spoken. HELP: Don’t rush into hiring a new employee, think of it as an investment.

Training: Some of your potentially best employees are right under your nose.

Lesson From A Food Store: Happy, fulfilled, loyal employees = happy, loyal customers.

Meetings: Everyone should leave the meeting with an action plan.

Inventory

Bloated Inventory—The Silent Killer: It’s hard to resist what seems to be a great deal, and it’s hard to suffer the loss of a single sale.

Seven Day Replenishment: Imagine that you could get any item you currently stock in seven days or less.

Marketing

No Kidding—Try Marketing: Marketing consists of everything you do to make customers want to do business with you.

Branding Basics: Think of your company’s brand as a promise to the customer.

Measurement

Measure It, Measure It, Measure It: Do you really know your cost of delivery, of carrying inventory, or of servicing your customers?

For Good Measure, Make Sure Your Shop Tracks Costs (.pdf file)

Benchmarking PVF Distributors: Inter-industry comparisons can be misleading.

Money & finance

Coping With Today’s Pricing Pressures: Different customers and different situations demand different prices.

Show Me the Money: Take these 11 steps to improve cash flow and your bottom line.

Finance 101—Joan’s Guide To Risk & Return: Money—what a great invention! It makes business so easy.

Cash Is King: Now is the time to get very close to your favorite vendors.

General

New Year’s Resolutions (.pdf file)

Joan’s Top 10 Ways To Achieve A Successful 2005: Stick to the PVF. Outsource everything else.

Preparing For And Surviving A Disaster: Follow these 10 steps to protect your business.

Do’s & Don’ts of Hiring Consultants: Beware of know-it-alls. They are too busy being “right” to help your company.

Analyze Your Company Using SWOTs: The world changes, and so must your company.

Change Is Good: Ideas from the outside are readily dismissed.

The PVF Roundtable—Not Just For Texas

Change: You can’t force people to change.

Growth Is Good: Growth must be part of your business strategy in order to succeed.

The “Broken Windows” Theory: Stopping the little things will deter bigger infractions.

A Little Pruning—A Lot Of Growth: More of everything is not necessarily better.

The China Syndrome: A long-distance relationship has all the odds stacked against it.

The PVF Roundtable Returns: Houston’s PVF industry is the canary in the coal mine.

India Insights: More people does not equal better service.

Strategy: Keep it lean, mean and clear so that you can stay more than one step ahead of the competition.

Coping With The Information Age: Make “off the shelf” part of your mantra.

Why Do Good Companies Fail?: A look at the Seven Deadly Sins in the context of the PVF world.

The Six Degrees Of Separation: Some great clients are a lot closer than you think.

Negotiations: Customers will kill the deal—if they feel the deal is “unfair.”

The Odd Logic Of Pre-Set Goals And Missed Opportunities: Why does success encourage us to stop and failure encourage us to press on when it should really be the other way around?

50 Ways To Improve Your Business—Right Now: Take an hour with no e-mail and no phone calls and think about the future at least once a week.

Learning From Failures And Successes: Buyers don’t drop a supply house on a whim.

When The Going Gets Tough: Maybe this isn’t a zero-sum game.

The PVF Warehouse: Your warehouse is the core of what you do.

The Five Whys: Inquiring minds aim to find the root cause of problems.

Best And Worst Of Times: It is time to change some of our thinking.

Blind Spots And The Law Of Unintended Consequences: New import tariffs will bring a whole new bunch of surprises to our shores.

Stop commodity war now

Vendors: Can’t live with ’em, can’t live without ’em

Group Think: The good, the bad and the ugly about group purchasing organizations