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In The News:

Distribution Management & Strategy

Tip: Alter Leadership Styles to Increase Engagement

Take employee differences into account to promote innovative thinking.
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Destination: Mexico

Distributors uncover opportunities south of the border
Because of its manufacturing strength, proximity to the U.S. and increasing acceptance of the distribution channel, Mexico has become an attractive market for distributors looking to expand internationally. Despite these compelling reasons, companies must ...
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Commentary: Digital Common Sense Versus Amazon

Move beyond a defensive mindset for investing in digital
Move beyond a defensive mindset for investing in digital. 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 ...
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Tip: Add Reasonable Premiums to Increase Small Customer Profitability

Companies must avoid underpricing accounts with little or no potential growth rates.
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Tip: Use Analytics to Take Control of Pricing

Giving sales reps accurate pricing information can increase profits.
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Tip: Collaborate to Increase Competitive Advantage

Distributors that work together toward a common goal can compete more effectively.
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Case Study: The Disruptive Holiday

How SnapAV avoids disruption during Chinese New Year
How SnapAV avoids disruption during Chinese New Year. 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: Strategic ...
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Commentary: Think Globally, Service Locally

An old slogan is a universal truth for wholesale distribution
An old slogan is a universal truth for wholesale distribution. Subscribers should log in below to read this article. Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following ...
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Overcoming the Barriers to Analytics

Distributors lack tools, experience to implement advanced analytics
Analytics tools are playing an increasingly important role in distribution. But many distributors recognize that they lack the capabilities to implement an effective analytic strategy in their businesses. This article includes: Dealing with ERP ...
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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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