The sales model has changed, and so should distributors’ approach to territory management.
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Posts By Lindsay Konzak
Measurement should encourage participation and collaboration, author says.
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Officer training is one approach to provide employees exposure to roles outside their typical responsibilities.
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Distributors need to stay involved with fighting counterfeits in the supply chain.
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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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NAW-McGladrey survey highlights distributor growing interest in cloud-based applications.
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Most distributors allow their employees to use personal mobile devices for work.
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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:
- Distributor plans for growth in 2014
- Expectations for costs in the next 12 months
- Inventory expectations
- Plans for hiring
- Strategies for maintaining or improving profit margins
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- MDM-Baird Survey: Lackluster Results for Most Sectors in 2Q Survey
- Distributors Respond to the Big-Box Challenge
- Global Competition on a Local Level
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Private equity continues to play a big role in distribution M&A in 2013.
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Survey finds companies across industries run into obstacles effectively implementing CRM.
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NAW-McGladrey Distribution Monitor shows thriving distributors are more likely to invest than declining distributors.
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Avoid the trap of building a strategy, only to have it sit on a shelf and gather dust.
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The most popular MDM Premium articles tackled topics such as competitive threats, as well as ways to better manage opportunities.
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Many distributors are launching services or spinning-off separate service-based companies. But to do this successfully, it's critical to build out a services portfolio by design.
In this article, learn:
- What areas are popular targets for new services
- Characteristics of a successful service-based business
- Key things to keep in mind when launching services
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- MDM Interview: Services Drive Growth for Valin
- Develop Services to Sell
- Making Fee-for-Service Work
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Distributors expect growth to be tempered somewhat by government actions and rising employee costs.
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Success depends largely on two factors, according to a recent panel.
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Grainger outlines plans to add more sales reps and KeepStock installations in 2013.
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No matter the size of a company, challenges exist to implementing new pricing policies.
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Bein: ‘It’s impossible for the majority of distributors to deliver more than their competitors.’
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A summary of key distribution deals and what they mean in June 2013.
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