The 2018 BP Pulse – A Distribution and Manufacturing Survey

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Introduction

The BP Pulse is a Distribution and Manufacturing Survey compiled in association with the Center for Advanced Manufacturing Puget Sound (CAMPS). Berntson Porter (BP) has partnered with CAMPS to provide valuable insight into the Pacific Northwest economy and distribution and manufacturing industries.  This content was thoughtfully developed by a professional staff of CPAs specializing in distribution and manufacturing industries. If you are in the distribution, transportation, and/or manufacturing industries, I expect you will find this report especially helpful. If you serve or support these industries, the survey results will help you better understand the barriers and opportunities faced by those you support.

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This report also includes content from trusted, local professionals who provided additional commentary in their respective areas of expertise. By melding BP’s insights with industry experts, the report provides a comprehensive look into these important industries that contribute so much to our state. 

Topics covered:

  • Revenue and Growth
  • Challenges and Opportunities
  • State Taxes and Sales Logistics
  • Role of Government
  • Tax Reform
  • Capital Budgets and Financing
  • Workforce
  • Technology and the Future
  • Transition Planning

Revenue related questions in the survey:

  • Where do you expect your 2018 forecasted revenues to be compared to 2017?
  • What will be your biggest challenge to growing revenue in 2018?
  • What will you focus on in 2018 to achieve your revenue forecasts?

I had an opportunity to review and analyze the survey results and share my perspective:

The 2018 forecasted revenue growth is very encouraging, 66% of respondents anticipate year over year increases in revenues in 2018. This is welcome news especially when talent shortages, increasing material costs, and foreign competition are considered.

Sales team effectiveness is reported to be the largest challenge that respondents face. Yet, only 27% intend to focus on improving their distribution channels to meet their revenue goals. Fortunately, 50% of respondents are focusing on improving the alignment between their customers and their products. Increasing that alignment will address some of the sales team effectiveness issues respondents are facing.

The other primary focus for respondents in 2018 is establishing new markets. That can also improve sales team effectiveness by providing the right product to the right client.

To accomplish 2018 revenue forecasts and overcome revenue challenges, all companies should focus on establishing the right revenue strategy, sales and marketing approach, consistent process and procedures, as well as the alignment between revenue teams and operational teams within their organizations. This foundation will enable them to overcome any disconnects, have engaged employees, and loyal customers who advocate for the company.”

The 2018 BP Pulse – A Distribution and Manufacturing Survey is an excellent resource I highly recommend. For your convenience, you can download it here.

Get the 2018 BP Pulse Survey Here >