Brent Grover is managing partner of Evergreen Consulting LLC. He serves as an adviser to the distribution channel on strategic planning, mergers and acquisitions, and profit improvement. His book is available for order at www.amazon.com. He can be reached at brent@evergreen-consulting.com.
Typical distributor annual planning is troubling for several reasons. Consider this dreary but realistic annual planning scenario for a hypothetical distributor.
