Tom O'Connor On Tuesday, September 17th, the 17th Annual Wholesale/Distribution seminar took place at Xavier University. Tom O’Connor, our featured speaker, presented to clients about Strategic Planning and the overall theme: “Do you know where your business is going?” Tom is a leading innovator and a nationally recognized consultant in business strategy, market research, and organizational development. He started his business, Farmington Consulting Group (FCG), in 1982 and has over 50 Wholesale-Distributor clients that generate between five million to one billion dollars in sales revenue.

The main focus of the seminar revolved around his NAW Top 10 best-selling book, Strategic Planning for Distributors: Execution Isn’t Everything – It’s the Only Thing. Throughout the seminar, Tom went into detail about wholesaler-distributor’s ability to achieve temporary spurts of growth, but their failure to sustain that growth over Strategic Planning for Distributorsconsecutive years.

Best Practices for Wholesaler/Distributors

He described 11 best-practice steps for wholesale-distributors to apply as they run their business throughout a rapidly changing competitive environment. Specifically, the 11 best-practice steps included:

  • Cross-Functional Strategy Team Selection Structure
  • Customer-Satisfaction Surveys
  • Key Strategic Supplier-Satisfaction Surveys
  • Competitive Profiling, Analysis, and Positioning
  • SWOT Analysis
  • Critical Success Factors
  • Strategic Objectives
  • Performance Scorecards
  • Strategy Execution Teams
  • Incentive Compensation
  • High-Performance Coaching

Tom was able to incorporate these 11 best-practice steps into a case study based on an actual anonymous client, which followed their long-term strategic steps to achievement.

To register for an upcoming seminar, please visit our seminars page or call (513) 241-8313.