FleetPride executives say digital, customer-focused service plans are tailor made for distributors looking to buck pandemic trends and are key features of their recently launched enhanced e-commerce solutions.
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A customer-centric distribution sales strategy includes focusing on the new digital buyer's journey and engaging in consultative selling.
Motion President Randy Breaux talks in an MDM podcast about pandemic-era lessons learned, and what he sees coming down the pipe in 2022.
Retaining and growing the customer base is more complex in the current business cycle, and sales processes are showing a lot of strain as a result. But MDM's upcoming Sales GPS can help.
There are six fundamentals to creating a mature digital supply network that incorporates automation, Esker's Nick Carpenter explained in a recent MDM webcast.
Do you have the right people, in the right roles, with the right distribution sales skills for today?
At MDM’s upcoming Sales GPS Conference in Chicago, Mike Emerson and Mike Marks of Indian River Consulting Group will teach a Masterclass on aligning sales comp as part of overall sales transformation.
These easy-to-make mistakes may appear tangential to the cloud adoption process because they have less to do with technology implementation and more with people and processes, yet the migration is much less likely to be successful if these elements are left unaddressed.
Which companies made moves? Our recap chronicles last month’s increased deal volume as consolidation ramps up across distribution verticals.
Increasing AOV while maintaining the same number of total sessions and the same conversion rate will yield higher revenue. Here are five ways to inspire more online buying and grow your AOV.
Solve for waste by identifying areas ripe for time and resource improvement. This can optimize employee activity to enhance internal operations and processes, all with existing resources.
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the third of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
Distributors that have successfully transformed over the past several years are the ones that have quickly pivoted to change management programs.
You’ll see some changes in October to MDM Premium subscriptions and into 2022 as we make our analysis and coverage of wholesale distribution channels better and easier to access.
It’s clear that sellers overvalue an in-person/high-touch customer experience and undervalue online features important to today’s buyers.
Earnest Machine CEO Kirk Zehnder explains the company's transition to an integrated sales model that now includes several specialty teams.
With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This is the second of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
A look at the benefits that contractors seek from the entire distribution ecosystem, including how they currently use distributor websites and what they’d like to see more of in terms of omnichannel offerings.
Expect a lot out of a revenue management consultant. Starting with industry-specific knowledge, an analytics-driven approach and a willingness to stay with you throughout the go-to-market process.
Winsupply has taken an all-hands-on-deck approach to find and empower the next generation of leaders for the construction, industrial supplies and equipment distributor.
