Disruptive developments brought on by the pandemic impacted distributor price management for the short-term, but may also permanently alter key aspects of pricing moving forward, says consultant Lee Nyari.
4 Ways COVID-19 Will Have a Long-Term Impact on Distributor Price Management Read More »
Understand the market, get to know your customers and use appropriate benchmarks in creating a portfolio management approach to customer retention.
6 Steps to Create a Portfolio Management Plan that Will Strengthen Customer Loyalty Read More »
Portfolio reviews are more valued by core customers with greater breadth of spending across categories. These are exactly the clients you want to nurture (and conversely, can’t afford to lose).
The Secret ‘Value-Add’ in Distribution: Portfolio Management Read More »
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
How to Reset Your Sales Compensation Plan in the New Year Read More »
If public companies are saving on T&E, how much of a T&E increase will they be able to justify to Wall Street if it reduces earnings and doesn’t increase sales?
Will Fear of Wall Street Impact Manufacturer Sales Organizations? Read More »
There are popular rules that can almost always be broken, while others deserve some skepticism or flexibility, says consultant Robert Sabath.
12 Distribution Rules Worth Breaking Read More »
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
If There is Any Time to Re-Examine Long-Held Beliefs, It Is Now Read More »
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
How to Reframe Outdated Sales Operation Assumptions Read More »
Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.
3 Distribution Sales Compensation Lessons From COVID-19 Read More »
Redesign to create role specialization within the organization, invest in digital tools, separate market-making from market-serving activities and create a clear value proposition.
4 Steps to Take Now That Can Lower Selling Costs Read More »
Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
Commentary: Pump Up the Empathy, Get Customers’ Attention Read More »
Marketing and sales make a powerful team when working together.
The Cultural Shift that will Create an Empowered, Integrated Sales Team Read More »
After strategy and tactics building comes the critical stage of implementing a sales performance transformation. SPARXiQ’s Mike Kunkle breaks down how to make it happen.
6 Steps for Distributors to Execute a Sales Transformation Plan Read More »
How distributors can build a successful customer and SKU strategy.
All Customers and SKUs are Not Created Equal Read More »
These reps are now in position to play a key role in distributor revenue recovery plans.
The Future of the Outside Sales Rep Read More »
Align your online and offline presence, stop putting product first and prioritize user experience, recommends distribution marketing veteran Lindsay Young.
3 Critical Steps to Take Before You Redesign Your Website Read More »
Three steps distribution managers can follow to boost the profitability of your existing book of business, from Profit Isle’s Jonathan Byrnes and John Wass.
How to Grow Your Profit Core Read More »
It is not business as usual in distribution, as reflected by the most-read blogs on MDM.com this month.
Remote Sales and M&A Disruption: MDM’s Top Blogs of August Read More »
Now is the time to double down on virtual sales coaching, says sales leadership trainer Colleen Stanley.
‘Selling Has Changed Forever’: The New Hybrid Sales Model Read More »
The B2B market is looking for better e-commerce tools and a wider product assortment. Applico’s Alex Moazed outlines three avenues for distributors to meet customer needs and achieve channel enablement in the process.
3 Strategies to Tackle Distribution Channel Disruption Read More »
By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.
Wholesale distribution news and trends delivered right to your inbox.
Sign-up for our free newsletter and get:
