April 2012

This article, the final in a 2-part series, analyzes opportunities for distributors and manufacturers to use point-of-sale data more strategically to identify and capitalize on opportunities in their markets. This article also discusses the biggest constraint to capitalizing on POS: It requires a large investment in technology, culture and collaboration to do it correctly.

In general, a gap still exists between what many distributors and manufacturers would like to see done with the point-of-sale data that is collected and shared in the channel and what actually occurs.

The sharing of customer data often has limited impact on …

Scott Tibbitts, former CEO for manufacturing firm Starsys, shares his insight on why too much revenue growth can be detrimental to long-term success.

Things are looking up for many distributors and manufacturers. The latest Institute for Supply Management Manufacturing Report On Business reported that 15 of 18 manufacturing industries experienced growth in March. And earnings reports from many manufacturers and distributors highlight double-digit sales increases.

I experienced this firsthand on a recent visit to a high-tech manufacturing firm in Colorado. The CEO shared that he was expecting a 20 percent annual sales increase as new markets emerged. Their downturn had passed, and the sales pendulum was swinging back hard. His countenance was a familiar blend of …