March 10 2014
Private Label and Channel Conflict
44
5
Subscribers: Log-in to read this issue of Premium.
Not a subscriber? Click here to learn more and subscribe.
- Premium
While the margin and branding benefits of selling private label products may be attractive to distributors, such a move can create tension in the channel. This article examines the potential challenges and how distributors and manufacturers may be able to mitigate them.
This is the third in a series of articles from MDM on private label in the wholesale distribution industry.
This article includes:
- Drivers of conflict between manufacturers and distributors
- How distributors balance private label and national brands
- Why some manufacturers offer contract manufacturing for private label and others avoid it
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more.
Or purchase this report in the MDM Store.
Subscribers also have access to the following related articles:
- The Drivers of Private Label in Distribution
- Strategies for Private Label Success
- Special Report: The Industrial Vending Boom
- Premium
While the Berkshire Hathaway Chairman's annual letter is written for the company's stockholders, leaders from any business can gain insight from Warren Buffett's wise words.
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:
- The State of Analytics in Distribution: 2014
- The Shifting Competitive Landscape in Distribution
- Redefining Competitive Advantage
- Premium
The desire to “delight your customers” is a noble one. But the effort involved may be better used elsewhere. Rick DeLisi, senior director of advisory services for CEB’s sales and services practice and co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty, spoke with Associate Editor Jenel Stelton-Holtmeier about how distributors could better focus their efforts to provide a better customer service experience for all customers online and off.
This article includes:
- A strategy that works better than the strategy of delighting customers
- The worst question a customer service agent can ask
- New challenges to customer loyalty
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:
- MDM Interview: How to Stand in Your Employees’ Shoes
- Where Managers Blunder
- Yes, Customers Want to Hear from You
- Premium
Establishing a feedback mechanism is critical in improving processes across a business. Steve Deist of Indian River Consulting Group examines the importance of having a “feedback loop” and how it can help distributors create a more strategic approach to sales.
This article is an exclusive summary of the recent MDM Webcast, CRM & the Strategic Sales Force.
This article includes:
- Characteristics of an effective feedback loop
- Best practices to getting feedback
- Where many companies fail
Subscribers should log-in to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM Interview: How to Stand in Your Employees’ Shoes
- Where Managers Blunder
- Yes, Customers Want to Hear from You
- Premium
Wholesale revenues, excluding manufacturers’ sales branches and offices, reported $989 billion in e-commerce revenues in 2012, or 20.1 percent of the industry’s $4.9 trillion in sales that year, according to data recently released by the U.S. government. This article looks at how overall sales growth for the industry compared with e-commerce sales growth from 1999 to 2012, with four graphs showing the trend.
- Premium
News briefs from Feb. 26-March 10, 2014.
- Premium
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- Private Label & Channel Conflict
- Commentary: Wise Words from Warren Buffett
- MDM Interview: Why ‘Delight’ is the Wrong Goal
- The Value of a Feedback Loop for Sales
- MDM Charts: MDM Charts: Historical E-Commerce Trends in Distribution
- News Digest
Are you a subscriber? Simply log-in to view this issue.
- Premium
While the margin and branding benefits of selling private label products may be attractive to distributors, such a move can create tension in the channel. This article examines the potential challenges and how distributors and manufacturers may be able to mitigate them.
This is the third in a series of articles from MDM on private label in the wholesale distribution industry.
This article includes:
- Drivers of conflict between manufacturers and distributors
- How distributors balance private label and national brands
- Why some manufacturers offer contract manufacturing for private label and others avoid it
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more.
Or purchase this report in the MDM Store.
Subscribers also have access to the following related articles:
- The Drivers of Private Label in Distribution
- Strategies for Private Label Success
- Special Report: The Industrial Vending Boom
- Premium
While the Berkshire Hathaway Chairman's annual letter is written for the company's stockholders, leaders from any business can gain insight from Warren Buffett's wise words.
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:
- The State of Analytics in Distribution: 2014
- The Shifting Competitive Landscape in Distribution
- Redefining Competitive Advantage
- Premium
The desire to “delight your customers” is a noble one. But the effort involved may be better used elsewhere. Rick DeLisi, senior director of advisory services for CEB’s sales and services practice and co-author of The Effortless Experience: Conquering the New Battleground for Customer Loyalty, spoke with Associate Editor Jenel Stelton-Holtmeier about how distributors could better focus their efforts to provide a better customer service experience for all customers online and off.
This article includes:
- A strategy that works better than the strategy of delighting customers
- The worst question a customer service agent can ask
- New challenges to customer loyalty
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:
- MDM Interview: How to Stand in Your Employees’ Shoes
- Where Managers Blunder
- Yes, Customers Want to Hear from You
- Premium
Establishing a feedback mechanism is critical in improving processes across a business. Steve Deist of Indian River Consulting Group examines the importance of having a “feedback loop” and how it can help distributors create a more strategic approach to sales.
This article is an exclusive summary of the recent MDM Webcast, CRM & the Strategic Sales Force.
This article includes:
- Characteristics of an effective feedback loop
- Best practices to getting feedback
- Where many companies fail
Subscribers should log-in to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM Interview: How to Stand in Your Employees’ Shoes
- Where Managers Blunder
- Yes, Customers Want to Hear from You
- Premium
Wholesale revenues, excluding manufacturers’ sales branches and offices, reported $989 billion in e-commerce revenues in 2012, or 20.1 percent of the industry’s $4.9 trillion in sales that year, according to data recently released by the U.S. government. This article looks at how overall sales growth for the industry compared with e-commerce sales growth from 1999 to 2012, with four graphs showing the trend.
- Premium
News briefs from Feb. 26-March 10, 2014.
- Premium
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- Private Label & Channel Conflict
- Commentary: Wise Words from Warren Buffett
- MDM Interview: Why ‘Delight’ is the Wrong Goal
- The Value of a Feedback Loop for Sales
- MDM Charts: MDM Charts: Historical E-Commerce Trends in Distribution
- News Digest
Are you a subscriber? Simply log-in to view this issue.
