Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.
Latest In Strategy
Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
Distributors are making advances in areas that have long been on the to-do list, such as improved technology adoption, better communication and more streamlined operations
What does the new normal look like in a socially distanced business environment? MDM examines what’s on the horizon for both strategic and financial deals, as well as for prospective buyers and sellers, in a world still dealing with the COVID-19 coronavirus.
Mergers and acquisitions among distributors and manufacturers picked up last month after an especially slow April and May, due to concerns over the coronavirus.
Walmart prioritizes its online business and WESCO becomes the No. 1 electrical distributor with Anixter acquisition.
Why leading distributors like Valin Corporation are putting human resources front and center.
To create a margin-friendly customer service model, examine your firm’s capabilities and responsiveness.
Three channels that will feel the biggest impact from WESCO’s June 22 acquisition of Anixter.
The coronavirus accelerated a number of changes in distribution talent management that were already underway, including new evaluation criteria for job candidates and an expanded view of work-from-home productivity.
The industrial distributors Director of Organizational Development Cory Calderon sees a post-pandemic future with a hybrid remote/onsite work environment, contingent upon scalable software applications and technology upgrades.
During the past few months, lighting distributor Bulbs.com pivoted to a new customer segment yet also leaned on such core beliefs as strong marketing and data to sustain its business during the pandemic. CEO Mike Connors shared some of the companys COVID-19 playbook.
In a recent MDM webcast, Navigating the New Now as a Distributor, Epicors Emma Vas and Mark Jensen discussed key trends that are emerging to help distribution companies thrive. Distributors are finding ways to boost revenue, negotiate supplier relationships, optimize inventory and streamline social distancing.
If you're a distributor in America today, youve got to get digital quick, says John Caplan, president, North America and Europe, Alibaba.com, who spoke on last weeks MDM Live about why digital has become imperative for distributors to compete.
More than 13,000 health care and 7,000 government organizations have purchased PPE and other supplies through COVID-19 Supplies site on Amazon Business.
Beginning in late April, Global Industrial started to pack an R3 Program Guide in with all shipped orders.
Take note of new business practices youd like to preserve as the country opens back up.
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In this issue of Premium, you'll find content centered around tools to take your business into its next phase. You will learn about Global Industrial's new R3 campaign that positions its products for customers' return-to-work needs, find out how to improve your long-term company performance in any climate, and discover how Vallen is using its new VICKIE program to strengthen its talent and leadership pipeline.
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Recent economic reports show upward momentum for the overall U.S. economy and the wholesale distribution industry in particular, but not all data points paint a rosy picture, indicating recovery will be a slog.
