Save money by avoiding the missteps that other distributors have made.
Latest In Strategy
Moving product from supplier to end user is no longer a linear process.
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
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
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
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
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
President: "Facility will enable us to continue to build upon our core competencies."
The future of your field sales force rests on its ability to adapt.
Online seller ventures into grocery stores, so is distribution next?
Manufacturer also adding space to garment manufacturing facility in Thomasville, NC.
After-hours initiative aims to differentiate amid changing demands.
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
Subscribers should log in below to read this article.
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.
“Attitude is everything” is a phrase easily forgotten in the day-to day-hustle, but the “soft skills” that enable someone to interact effectively with other people continue to be more important than just a motivational catch phrase.
This article includes:
- Identifying and addressing this soft skills gap
- Easing HR issues
- Improving productivity
Subscribers should log in below to read this article.
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.
