• Best Methods To Compensate Salespersons

    Best Methods To Compensate Salespersons

    Phil Phillips, Contributing Editor || February 13, 2017
    Over the past 40 years we’ve had the opportunity to observe and participate in recommending various types of motivational sales strategies and their associated compensation tactics within the global paints, coatings, adhesives & sealants in…

  • Readiness-to-Serve

    Ira S. Miller , Director, Organization Development CHEMARK || January 6, 2017
    The concept of readiness-to-serve is very simple: have the capability to respond to reasonably unexpected requirements from customers or external situations. The bottom line is equally simple: more loyal customers, more revenue, and higher profits.…

  • Marketing & Analytics

    Phil Phillips, Contributing Editor || December 9, 2016
    Part 2 of a 2 Part Series

  • Analytics, Dashboards and Data

    Phil Phillips, Contributing Editor || November 9, 2016
    It wasn’t too long ago that data was gathered, analyzed, conclusions drawn from them and dashboards were instrument panels in autos and trucks. Today, and in the future, analytics is a must and dashboards are the narrow end of the data funnel w…

  • M&A – Bringing Buyers and Sellers Together

    Patrick Jones, VP M&A, CHEMARK Consulting || October 10, 2016
    (Part 3 of a 3 Part Series)

  • M&A Conventional Wisdom – Cliché or Reality?

    Patrick Jones, CHEMARK Consulting || September 13, 2016
    (Part 2 of a 3 Part Series)

  • Marketing Mistakes

    Phil Phillips, Contributing Editor || August 10, 2016
    Ever since I took several MBA courses, at Northwestern, I’ve been a fan of Dr. Philip Kotler (Professor of International Marketing at Northwestern’s Kellogg School of Management). So when he discusses anything about marketing, I listen. K…

  • We Are Seeing the Beginning Stages of a  New Normal for Middle Market M&A

    We Are Seeing the Beginning Stages of a New Normal for Middle Market M&A

    Patrick Jones, VP M&A, CHEMARK Consulting (Part 1 of a 3 Part Series) || July 14, 2016
    Background. There is an old proverb, a back-handed insult really, something about living in interesting times. Perhaps you know the quote. Well, I think these are indeed interesting times for many reasons, primarily because we have been living and do…

  • DIFFERENTIATION: The Antidote to a Disruptive Threat Part 2

    Phil Phillips, PhD, Contributing Editor || June 8, 2016
    At the core to any strategy, is differentiation. There are two ways a company makes a desired profit: (1) by performing a task considered valuable to its customer base & (2) by being considered different from ones competitors in a manner that is…

  • DIFFERENTIATION:  The Antidote to a Disruptive Threat Part 1

    DIFFERENTIATION: The Antidote to a Disruptive Threat Part 1

    Phil Phillips, Contributing Editor || May 9, 2016
    At the core to any strategy, is differentiation. There are two ways a company makes a desired profit: (1) by performing a task considered valuable to its customer base & (2) by being considered different from ones competitors in a manner that is…

  • Acquisitive Opportunity Investigation: What Are The Conditioned Expectations?

    Phil Phillips, Contributing Editor || April 8, 2016
    There are three basic questions an executive must answer to achieve an informed judgement for any type of financial purchase.

  • “Who Should Play on the High Ground?”

    “Who Should Play on the High Ground?”

    Phil Phillips, Contributing Editor || March 18, 2016
    A Market Leader is a company that has attained a Value-Volume of 20 percent greater than its next strongest competitor.

  • Corrolations Industries Across Countries

    Phil Phillips, Contributing Editor || February 12, 2016
    Are patterns of profitability structured similarly around the world?

  • Global Structural Assembly Adhesives

    Phil Phillips, Contributing Editor || January 15, 2016
      The world’s industrial regions are moving, as one, in their use of structural adhesives within the major assembly markets. We estimate the global use of structural assembly adhesive systems at 6.5 Bn pounds and valued at $16.0 Bn…

  • It Starts at the Top... But... Finishes at the Bottom

    Phil Phillips, Contributing Editor || December 18, 2015
    Sadly, we know when a war is started it starts at the top of a government or a group. This is an historic fact. What is also an historic fact is . . . the war is completed either successfully of not so successfully at the bottom of these organization…

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