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In The News:

Distribution Sales & Marketing

3 Ways to Gain a Competitive Edge with Millennials

How the next generation prefers to shop and buy in a B2B setting.
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Think Beyond Outside Sales

Consider how all customer-facing departments in your company communicate.
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Tip: Boost E-Commerce Success by Viewing Site as 'Digital Branch'

Understand the effort and investment needed to launch an e-commerce site.
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Watsco Acquires Additional Ownership in Joint Venture with Carrier

HVAC distributor adds 10 percent ownership interest in Carrier Enterprise Northeast LLC.
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The Future of Relationship Selling: The Gorilla in the Room, part 2

Are you a market-server or a market-maker?
The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change ...
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Tip: Consider Sales Alternatives to Cut Costs

Field sales is often more expensive – and less effective – than other options.
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Recommended Reading: Will the B2B Field Sales Role Disappear?

Changes in customer behavior require changes in how distributors sell.
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Why Field Sales Must Evolve: The Gorilla in the Room, part 1

How customers buy has changed, but how they’re sold to hasn’t
How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or ...
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‘Digital Branch’ Strategy Drives AD eContent

Wholesale buying and marketing group aims to level playing field
AD’s e-commerce services, which became available for its industrial division in January and launches in early December for its electrical and plumbing, PVF and HVAC (PHCP) divisions, gives member companies access to fully attributed ...
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MSC's Website Increases Sales & Customer Stickiness

E-commerce sales up 4.2 percent year-over-year for distributor.
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