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I do think your book “Cracking Accounts” is one of the best “Business Plans” in print today. The FOCUS that it is bringing to our team is incredible. It has helped not only our Outside Salespeople to understand the value of focusing on the right Customers but it is also helping our whole company focus on the right Customers. The time you spent with our Sales Team was valuable and well done.
Jim Ambrose Workshops

Warehouse Manager

January 22, 2016

I am often asked by clients about investments they are considering to make in technology to improve order transactions, particularly in warehouse operations.  That is, the receiving, inventory placement, pulling, packing and shipping processes.   I am very much in favor of all technology upgrades if the investment will significantly improve speed and accuracy and help gain profitable share at your chosen accounts.   You will gain profitable market share with greater speed and perfect error free shipments.  


But, technology upgrades and investments are not the whole story.   A phrase that has been used and re used for decades holds true today.   Success is 15% technology and 85% leadership.   We just might miss this ingredient when we think of our warehouse operations.   After all, it is referred to as “out there” in the warehouse.   Our warehouse staff is every bit affected by good or not so good leadership as is any other function.   

If you are going to make an investment in warehouse technology, be sure to invest in communication and leadership training for the warehouse manager.    The communication habits and leadership personality of the warehouse manager will impact speed and accuracy as much as or more (85%) than the investment in new technology.



If you have repeated productivity and accuracy issues in the warehouse, consider the communication habits and leadership skills of the manager.    Fix that first before you spend money on technology.   You will end up with the same level of mistakes, just faster.

Jim Ambrose