August 25, 2013

The prevalence of counterfeit products has grown in recent years, as the Internet and a global marketplace have increased their accessibility. The impact goes beyond financial. In several sectors, serious safety risks come with counterfeit goods. This article examines the scope of the problem, as well as how distributors and manufacturers can work together to combat it.

This article includes:

The scope of the counterfeit problem
Risks associated with counterfeits
How distributors and manufacturers can work together against the problem

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Data Security Risks Grow
Why Online Marketing is Essential for Distributors
Global Competition on a Local Level

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Commentary: Slowing Down to Grow Fast

Management, Strategy, Subscriber Only / Tom Gale

Today it is easier to monitor financial metrics with better technology tools, but you have to understand, commit and prioritize the key drivers for your company."You're better off slowing down and capturing expense dollars you're losing than flying too high, too fast."

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Survey: Distributors 'Shake Off the Dust'
Distributor Collaborations Add Value, Build Local Influence
Commentary: Better Questions, Simple Analytics

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MDM Interview: Building a Collaborative Culture

Human Resources in Wholesale Distribution, Operations, Subscriber Only, Top Distributor Sectors / Lindsay Konzak

Evan Rosen’s latest book, The Bounty Effect: 7 Steps to the Culture of Collaboration,addresses how companies can build an internal culture of collaboration, moving away from the traditional command-and-control setup to a collaborative approach to effectively compete in rapidly changing market.

In this interview, Rosen talks about:

Challenge distributors might face in building a culture of collaboration
Why it is critical to change how you think about your work force structure
Using technology to improve your results

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The Shifting Competitive Landscape
How to Counter Objections to CRM
Hiring in Distribution Complicated by Lack of Visibility, Shifting Needs

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The Case for a Radical Sales Overhaul

Human Resources in Wholesale Distribution, Operations, Sales & Marketing, Subscriber Only / Angela Poulson

As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.

This article includes: