May 2017

Commentary: Account Coverage: Why You Need CRM

It’s hard to count how many times in the past year I’ve heard from distributors about their use of customer relationship management: “We’re getting closer to making a decision on what platform to use and how we implement it.” 20 years later and Peg Fisher's summary still rings true. “Many distributors have a wealth of untapped sales potential in their existing base of customers, a virtual gold mine of sales opportunity, but they don’t have an efficient and cost-effective method in place to go after that potential.”

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Is the distributor’s strategy the start of a race to the bottom on price?

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The Folly of Fast Following

Companies, Research & Analytics, Sales & Marketing / Jenel Stelton-Holtmeier

Change can be difficult; that’s not new. But the pace of change over the last three decades has increased dramatically, creating even more need to approach it critically. Steve Samek, author of the first Facing the Forces of Change study for NAW, recently spoke with Editor Jenel Stelton-Holtmeier & Evergreen Consulting’s Brent Grover about what has changed around innovation for the distribution industry since that first study in 1983 and how to adapt your business for success.

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