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In The News:

  1. Sonepar Continues Pursuit of 'Unique Assets'

  2. Wolseley's Investment in E-Commerce Grows

  3. AD Altering Competitive Landscape with Launch of PT Division

  4. Sonepar to Acquire QED

  5. Millennials are Today's B2B Buyers

  1. HD Supply's Winter of Discontent

Distribution Sales & Marketing

Tip: Use Analytics to Take Control of Pricing

Giving sales reps accurate pricing information can increase profits.
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Four Steps to Get Price Change Buy-In

Sales reps understand the need for price increases but fear the consequences
Price increases are a part of doing business. The challenge is getting sales reps and customers on board with the changes. This article offers a road map for getting buy-in from the sales team ...
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Millennials are Today's B2B Buyers

Study: Nearly half of all potential buyers in B2B are part of the millennial generation.
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Improve Profitability by Changing Anecdote to Data

Salespeople need data to understand where a company does and doesn't make money.
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Tip: Convert Customers to Promoters

Provide an exceptional customer experience to reduce marketing effort and cost.
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3 Sales Strategies for 2015

Sales and marketing are still very unregulated divisions in many distribution companies. It’s important to be strategic about how your sales resources are spent to generate the highest sales growth.
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Tip: Include Sales Team in Pricing Conversation

Provide accurate information and solid training to foster success.
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'Evolving Industry' Drives Change at United Stationers

CEO: Bringing United Stationers companies to one platform will streamline operations, expand customer options.
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The 4 Cornerstones of Distinction in Distribution

Distributors need to reimagine their role in the value chain to succeed.
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Tip: Use Social Media to Attract Millennials

If you aren't on Facebook, Twitter or YouTube, younger workers won't know you exist.
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