Twenty years ago, selecting an ERP system meant assembling a technical evaluation team. Your IT director led the process, assessed database architectures, evaluated server requirements, scrutinized integration frameworks, and made recommendations based primarily on technical criteria. Business users participated nominally, but the real decisions happened in IT’s domain because implementing and maintaining ERP was fundamentally […]
The Audit That Exposed a $380,000 Problem The external auditors asked a straightforward question: “This account had a balance of $127,000 at the end of Q2 and $507,000 at the end of Q3. Can you explain the $380,000 increase and provide supporting documentation for the transactions that created it?” The controller pulled transaction listings from […]
The Return That Took 47 Days and Cost a Customer A manufacturing customer ordered $8,500 worth of industrial components. The shipment arrived with the wrong specification for three high-value items totaling $2,400. The customer contacted the distributor immediately, expecting quick resolution. The distributor’s customer service representative was helpful and apologetic. She said she’d send a […]
A customer who’s been ordering steadily for three years suddenly places an unusually large order—$45,000 instead of their typical $8,000. Your sales rep is thrilled. Your warehouse picks and ships the order that afternoon. The invoice goes out the next day. Thirty days later, the invoice remains unpaid. At 60 days, you discover the customer […]
It’s the last day of the month. Your sales manager is fielding angry calls from three different reps who claim their commission calculations are wrong. Your finance team is working late—again—trying to reconcile commission statements with actual orders, returns, and payments. Meanwhile, someone just discovered that a major account’s orders were credited to the wrong […]
A craft brewery in Portland brews a limited-edition IPA on Tuesday morning. By Thursday afternoon, cases are arriving at bars and restaurants across three states. By Friday evening, consumers are enjoying fresh pints while the brewery already has real-time visibility into which accounts are selling through quickly and need restocking. This seamless flow from production […]
The Container That Cost $47,000 More Than Expected The purchase order was straightforward: a container of dining room furniture from a Vietnamese manufacturer, FOB price negotiated at $42,000. The furniture distributor had ordered similar containers dozens of times and expected total landed cost around $52,000 based on historical freight rates and typical duty calculations. Four […]
The $127,000 Left on the Table The purchasing manager realized the problem while reviewing year-end financials. The company had purchased $3.2 million from a major supplier who offered a 4% rebate on annual purchases exceeding $3 million. They qualified for a $128,000 rebate—but never filed the claim because no one tracked purchases systematically against rebate […]
The Daily Reality Behind the Numbers Monday morning at an industrial supply distributor. The warehouse manager discovers a discrepancy: the system shows 250 units of a critical fastener in stock, but the shelf is empty. A customer needs 200 units today for a production run. The purchasing manager placed an order last week based on […]
The Silent Erosion of Market Position For fifteen years, your industrial distribution business held a strong position in the regional market. Your sales team built deep relationships with manufacturing customers. Your warehouse operated efficiently using processes refined over decades. Your accounting closed the books reliably every month. The business was profitable and stable. Then the […]
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