Providing a value-add such as training for customers can lead to increased wallet share.
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Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.
This article includes:
- ‘Amazonification of the supply chain’
- Which services to add?
- Create services as a line-Item charge
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- Distribution M&A Playbook, pt. 2: The 8 Fatal Flaws in M&A
- Top Trends for 2017
- MDM Interview: Watsco Aims for ‘Bigger, Better, Faster’
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Distributors seeking ways to adapt to the "era of the customer."
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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
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- Culture as a Competitive Advantage
- Amazon Elevates ‘Right-Now’ Expectations
- Data Redefines Channel Roles
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The future of your field sales force rests on its ability to adapt.
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This article is part of MDM's 2017 Distribution Trends Special Issue.
While data-sharing among distributors and their supply channel partners has been discussed for years, new technologies and skillsets have increased the usability of even more data. As a result, respondents to the recent MDM market trends survey noted an increase in requests for data-sharing up and down the supply chain.
This article includes:
- New technologies and skillsets equals even more data
- Customers' need for more information
- Data creates an opportunity to improve the value you provide to customers
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This article is part of MDM's 2017 Distribution Trends Special Issue.
The “era of the customer,” as many have labeled today’s business climate, means distributors are being asked to provide more services yet charge the same price, or sometimes less, for the products they sell. Response to customers’ new demands vary by company size, sector and geography, but all distributors agree that retaining business and growing market share while remaining profitable is critical for survival in today’s increasingly competitive landscape.
This article includes:
- More services, lower prices
- Customers are demanding faster delivery and more informationl
- B2B customers look to bring products to the end users more quickly and efficiently
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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.
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