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In The News:

Distribution Management & Strategy

Commentary: Changing Channels Demand New Models

Market shifts require more than just the “same old, same old”
Distributors and manufacturers trying to address new challenges with the same set of tools that once worked are at risk of eroding profitability and weaker customer relationships. Subscribers should log in below to read ...
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Recommended Reading: Is Mobile Right for You?

'Run circles around competition' by offering app or mobile-friendly site.
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Tip: Ask Customers for Feedback to Keep their Business

Increase sales by addressing deficiencies in the shopping and buying experience.
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Tip: Give Employees Tools to Improve Negotiation Skills

Ensure your salespeople are equipped to properly handle price negotiations.
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Industry Innovator: Leading from Online

It takes more than e-commerce to reach potential customers and employees
The MDM Industry Innovator award recognizes an individual who is leading change in a changing industry, rather than letting the change lead them. This year’s winner is Jay Amstutz, president of Ohio Power Tool, ...
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Commentary: Don’t Settle for Silver

Legacy and name recognition aren’t enough to take home the gold
Legacy and name recognition aren’t enough to take home the gold, only distributors that put the necessary work into their business will succeed. Subscribers should log in below to read this article. Not a ...
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IoT Poised to Alter Supply Chain

Sensors, automated monitoring create opportunities to enhance relationships
Internet of things is a broad term for a network of connected devices that can automatically communicate with one another. The applications of this new technology are still in the early stages for distribution, ...
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Listen to Customers or Lose Them

Customer experience critical in today’s B2B marketplace
Not enough distributors listen to their customers, and this is a problem in the “era of the customer.” With the rise of Amazon and other unknown disruptors possibly on the horizon, B2B companies must ...
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Inconsistency Continues to Color Economic Outlook

Latest data show a disconnect in the health of the economy.
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Tip: Embrace Internet of Things to Become More Embedded with Customers

Sensors and connectivity provide distributors with competitive advantage.
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