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MDM May 25, 2012 Cover Image

MDM Premium: May 25, 2012


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  • 12 pages
  • Articles written by editors of Modern Distribution Management based on interviews with industry experts and company executives
  • Written to meet your information needs and time constraints: "Well-written, pertinent, no nonsense."- T.P., Atlantic Fasteners

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Table of Contents for May 25, 2012:

  • The State of Call Centers and Inside Sales in Distribution - Inside sales can be a powerful source of growth,especially when integrated with field sales, ecommerce and direct response marketing. This article provides a snapshot of how distributors who responded to a recent MDM survey use inside salespeople and call centers. A notable finding: Nearly half of respondents said that their inside sales reps proactively sell less than 10 percent of the time. The authors argue that this needs to change.

  • Jonathan Byrnes: Don't be Everything to Everyone - In the recent MDM Webcast, Selling for Profit: Turbocharge Your Profit Growth through Market Development and Sales Management, Jonathan Byrnes, senior lecturer at MIT and author of "Islands of Profit in a Sea of Red Ink," said companies must find a unique value proposition that provides the right value to the right customers at the right time instead of trying to be everything to everyone. This article is a summary of the webcast.

  • Commentary - Make Disruptive Technology Work for You

  • Behind the Deal: Rexel and Platt Electric Supply

  • ISM Semiannual Forecast

  • Industrial Inflation Index

  • Wholesale Trade Data

  • News Digest
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