Year to date, U.S. manufacturing technology orders are up 91.9%.
U.S. Manufacturing Technology Orders Increased in September Read More »
Grainger U.S. President Mike Pulick tells MDM economy provides opportunity to discuss MRO costs with customers.
Why the Economy Doesn’t Worry Grainger Read More »
Don’t be fooled by common thinking that can actually lead to a major drain on profitability.
Profit Pitfalls in Distribution Read More »
Many distribution companies have an informal plan to target key customers or develop growth opportunities. But too often a focus on the monthly numbers leads to inefficient sales behavior contrary to management’s plan. This article outlines a straightforward and disciplined process that establishes clear priorities in terms of customers and products, strategy for differentiating among different types of customers, and the role and functions to be performed by the sales force.
Frequently we find a disconnect between what an organization perceives its strategy to be and what the sales force is actually doing in the field. The disconnect is between what the management of the organization thinks the sale force should be doing to execute company strategy and what they are actually doing. …
Align Sales Force with Strategy Read More »
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