These headline KPI's - were supported by detailed sub-measures to breakdown contributory factors/sections of work e.g. lines picked/warehouseman hour.
Traditionally, businesses focused simply on Profitability measures and the historic "five frontiers" i.e. sales growth, gross margins, operating costs, stock control and receivables control. These are still the crucial measures reflected in its #1 status.
The Proficiency Index introduced and emphasised the key drivers of sales and marketing performance, the reason why most resellers get up in the morning and the motivating force for their employees. Real performance criteria.
"What gets measured gets done!" is a frequently quoted phrase and practised by the leaders of our industry. It's no coincidence that Lyreco and Viking, for example, know and live by their numbers and the underlying reasons for good and bad performances.
Wherever they are in the world, office dealers and resellers, should understand that the fundamental measures are the same and they are urged to continue their participation in the proficiency index.
The writer will email a simple KPI survey to dealers and resellers in the UK, Europe and the USA with Sales estimated above $10M in 2006. The confidential survey will attach explanatory notes for completion and return using January 2007 as the base reference period where relevant. The returns will be analysed and trends reported in this new and regular section of OPI.
Each month the focus will be on one of the six dimensions with comment on best practice as new benchmarks are established for our growing industry.
