Address millennials’ needs or risk expanding the generation gap.
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Look for leadership skills on the inside to jumpstart a positive culture shift.
Save money by avoiding the missteps that other distributors have made.
Give customers what they want by shifting away from just product sales.
CEO: Action needed to 'speed the path of profitability.'
It’s amazing how often I hear this comment when talking with distribution executives at industry events. Other distributors aren’t seen as the biggest competition for the next generation; the Silicon Valley tech giants are.
This article includes:
- How to sell yourself to the next generation
- Explaining the role of the wholesale distributor
- How to compete with the tech giants
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
Cascading information is the key to getting everyone on the same page
Online retailer's booming presence now affects your company.
Leadership has essential role for boosting, maintaining company morale.
Simple tactics to help you avoid common traps and target the right business.
Business owner confidence reached a post-recession zenith in the months following the 2016 presidential election. Unfortunately, the confidence that dominated headlines hasn’t resulted in any real economic improvement. To quote a recent New York Times article, “Confidence Boomed After the Election. The Economy Hasn’t.,” Trump’s economy during the first six months of 2017 “looks an awful lot like the Obama economy.” Slow, steady growth.
This article includes:
- Does a dip in CEO Confidence mean the economy will follow suit?
- Why your approach to business shouldn’t change with the news
- The importance of working on your business vs. working in your business
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
Finding a culturally aligned partner in a merger or acquisition is as important as finding a deal that makes financial or geographic sense. This article shows why a distributor should examine its counterpart’s culture before engaging in M&A and how to measure it before inking the deal.
This article includes:
- Culture ‘at least as important’
- How to quantify culture
- Culture’s role in a smooth integration
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:
- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
The future of your field sales force rests on its ability to adapt.
Online seller ventures into grocery stores, so is distribution next?
After-hours initiative aims to differentiate amid changing demands.
This article is part of MDM's 2017 Distribution Trends Special Issue.
While U.S. GDP growth in first quarter of 2017 was a tepid 1.2 percent, for many distributors, the new year marked a shift in outlook for the industry. But there’s also a shift in customer expectations, as highlighted by the trends examined in this issue.
This article includes:
- An overview of distributor revenue
- How distributors are adapting to economic conditions
- Insights from industry executives on economic trends
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Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.
This article is part of MDM's 2017 Distribution Trends Special Issue.
The distribution industry has seen a surge in discussions about leadership and culture. With an uneven economy, new threats of disruption and the continuation of a massive generational shift in distribution, exhibiting strong leadership is critical for any company that wants to prosper.
This article includes:
- How does a company measure strong leadership?
- The generational change
- How strong leadership leads to a strong company culture
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Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.
This article is part of MDM's 2017 Distribution Trends Special Issue.
Distribution sales have traditionally been driven by outside salespeople who set their own course for how and where to sell in a given territory. But purchasing behaviors have changed, driven by technology and a generational shift, which means that sales models will need to change, as well, to capture and maintain business going forward.
This article includes:
- A shift in purchasing
- The changing sales model
- Refocusing outside sales
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Not a subscriber? Subscribe below or learn more. The full 2017 Distribution Trends Special Issue is available to download in PDF format to MDM Premium subscribers.
