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Distribution Sales & Marketing

Commentary: Making Multichannel Salespeople

Omnichannel is not just for customers.
Technology has become an integral part of doing business today. But it's also changing how salespeople do their jobs. This article includes: Why omnichannel or multichannel strategies should consider salespeople, not just customers The impact ...
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Recommended Reading: 5 Articles for Redefining the Sales Approach

Different customers have different needs. Are you prepared to meet them?
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Recommended Reading: The Value in Small Customers

It may be easy to ignore small customers, but there are big reasons why you shouldn’t
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3 Encouraging Signs for MSC in 2014

Three things point to continued growth for the remaining fiscal year.
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Tip: Know What Your Customers are Actually Buying

What customers are buying is in many cases not what distributors think they are selling.
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Making Money with Small Customers

Smaller customers provide big opportunity for the bottom line
There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are ...
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Redwood Plastics: Success through Online Engagement

“There’s a huge opportunity” online, distributor says in 7 Minutes With … interview.
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Praxair Announces Pricing Changes

Price increases for packaged gases up to 15 percent.
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Candid Distributor-Supplier Discussion Creates Benefits for Both

Creation of valuable relationship between distributor and supplier eliminates disintermediation scares.
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F.W. Webb Takes Diverse View of Market

Changing customer base leads distributor to expand into diverse sectors.
This article is a part of MDM's 2014 Distribution Trends Report. The article analyzes how F.W. Webb is expanding into diverse sectors in order to meet its customer's needs. The annual report was researched and ...
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