2017

The pace of change in our economy today is unforgiving. That’s the message Ross Shafer presented at the annual convention of The Association for Hose and Accessories Distribution (NAHAD). For the better part of a decade or more, traditional distribution channels have continued to compress, re-fragment and get squeezed on profit margin while digital channels have grown stronger.

This article includes:

• Keys to a successful sales force
• Shifting focus to bringing value
• Integrating the next generation

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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

• Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
• Top Trends for 2017
• ‘Digital Branch’ Strategy Drives AD eContent

Distributors are more focused on growing revenue from existing customers in 2017 than by any other means, but achieving this can seem daunting. This article outlines how a company can garner more wallet share from its current customers.

This article includes:

• How to increase e-commerce with current customers
• Identifying what customers need and want
• Why you should raze silos and increase training

Subscribers should log-in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

• Wholesale Distribution Disrupted, Part 2: Engage to Combat Disruption
• Top Trends for 2017
• ‘Digital Branch’ Strategy Drives AD eContent