2013

The Growing Cost of Product Liability

Legal Issues in Wholesale Distribution, Operations, Subscriber Only / Angela Poulson

Companies looking to evade the growing cost of defending product liability suits are pushing liability up the supply chain. This article examines factors affecting distributor liability and includes tips from legal and liability insurance professionals on reducing risk.

This article includes:

How the focus of liability has shifted
Why the risk has increased for distributors
How distributors can offset some of the risk of liability

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The Counterfeit Challenge
Private Label Carries Legal Risks
Global Markets Are Not Just for Large Companies Anymore

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Commentary: Re-evaluate the Human Capital in Your Company

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

The importance of slotting the right talent into the right places in your company can seem like a no-brainer. But when you get down to the business of actually doing so, it becomes a lot more complicated.

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The Case for a Radical Sales Overhaul
Challenge Assumptions to Uncover New Opportunities
Interview: Avnet’s Vallee Reflects on Changes in the Industry

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Uncover Sweet Spots Using Net Profit

Data & Analytics, Sales & Marketing, Subscriber Only, Technology / Jonathan Bein

This article examines ways distributors can use net profit or net before compensation to segment their markets and target new customer acquisition efforts. The authors argue that this approach will be more lucrative and ultimately easier to implement and less resource-intensive than other methods, including Activity Based Costing.

This article includes:

Why net profit or net before compensation (NBC) is a more accurate metric
How to measure customer success
How to use NBC to target sweet spots for customer acquisition

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Yes, Customers Want to Hear from You
A Simpler Way to Manage Customer Lifecycles
Five Profit Drivers Critical to Growth

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MDM Interview: Univar Balances Global, Local Markets

Chemicals & Plastics Distribution, Companies, Management, Strategy, Subscriber Only, Top Distributor Sectors / Jenel Stelton-Holtmeier

A global business requires the flexibility to respond to regional needs while acting as a unified company – all in an effort to serve the customer. Associate Editor Jenel Stelton-Holtmeier spoke with Erik Fyrwald, president and CEO of Univar, about how the chemistry distributor builds on its global expertise while maintaining a focus on the differences in each of its markets.

This article includes: