August 10, 2013

Bridging the Value Gap

Sales & Marketing, Subscriber Only / Jonathan Bein

According to a recent survey conducted by MDM and Real Results Marketing, distributors can confidently say how they are better than their competitors at providing certain features and benefits. But often they still struggle with integrating the features and benefits into a cohesive value proposition. In this article, the second in a two-part series, Jonathan Bein, managing partner at Real Results Marketing, examines a technique that can help distributors bridge that gap.

This article includes:

An evaluation of how distributors perceive the features and benefits of their value propositions
Tools for connecting the features and benefits
Actionable steps for testing the value proposition

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Wallet Share, Demands Drive Accelerated Channel Convergence in Distribution
The Case for Proactive Inside Sales
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News Digest 4315

Subscriber Only / MDM Staff

News briefs from July 26-August 10, 2013

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Commentary: Tackling Technophobia

Sales & Marketing, Subscriber Only, Technology / Jenel Stelton-Holtmeier

In the past few years, technology usage in distribution has exploded as adoption of mobile devices as sales tools has increased. But many people continue to make excuses as to why some new technology isn’t right for us. They’re just excuses, though, and distributors should avoid letting technophobia keep them from efficient and effective tools.

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Replenex Builds Culture of Cost Savings
MDM Interview: Breaking Down the Barriers for CRM
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Data Security Risks Grow

Management, Strategy, Subscriber Only, Technology / Angela Poulson

As data moves from paper to digital, information is easier to store and manage – and to move and steal – than ever before. This is especially true in distribution, where companies are turning to mobile technology to improve customer service, sales and operations. In this article, labor law specialists and distributors weigh in on the biggest data security risks and how distributors can contain them.

This article includes:

Risks to data security that distributors need to consider
Steps to reduce data security risk
How to be proactive about protecting data

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Minding the Gap Between Data & Action
2013 State of E-Commerce in Distribution
Foodservice Sector Tackles Data Standards

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Survey: Distributors ‘Shake Off the Dust’

Economic Trends, Research & Analytics, Subscriber Only / Lindsay Konzak

This article summarizes the just-released Distribution Monitor Report, based on research from the National Association of Wholesaler-Distributors and McGladrey, a provider of assurance, tax and consulting services. In general, distributors surveyed for the report are optimistic for the rest of 2013 and are making plans to invest for growth in 2014.

This article includes: