Add recruiting to the list of processes that distributors should consider overhauling to successfully compete and engage the increasing numbers of Gen Z prospects perusing social media to find the ideal workplace.
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As we enter the season for retrospection and planning for the coming year, there were two sessions at the recent Power Transmission Distributors Association’s Industry Summit that hit on both of these activities in simple terms that, when acted upon, can put distributors ...
Most distributors don’t view their inside sales team as a proactive sales force. It’s relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor resp...
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June 11, 2019: Justin King of B2X Partners talks about how change management is one of the biggest challenges of any digital transformation project and the critical need to build digital experiences that are customer-first oriented. He also addresses how to leverage the knowledge and expertise in an organization to create better online experiences that drive revenue.
May 20, 2019: Mark Dancer of the Network for Channel Innovation talks with Tom Gale about the challenges distributors are addressing as they undertake digital transformation programs. As author of the upcoming edition of the Facing the Forces of Change report series published by the National Association of Wholesaler-Distributors, Mark has been in research mode for more than a year and shares some that insight in this edition.
April 21, 2019: Update on Lawson's transformation journey. Four years after transitioning its sales and digital models, Lawson Products President and CEO Michael DeCata gives MDM's Tom Gale a progress report on the company's service-intensive approach and talks about its SAP implementation, salesforce transformation and its unique go-to-market model.
Episode 7: Interview with Kirk Zehnder, CEO of Earnest Machine
This 72-year-old fastener distribution company out of Cleveland disrupted its outside sales model, creating a team-based sales department structure that had an immediate impact on culture and revenue.
Managing data in more effective ways can yield dramatic financial results. Download and follow along with John Gunderson and Tom Gale as they outline the most common challenges and address ways to overcome them. Our discussion will combine MDM’s latest research on best practices in data management t...
Ferguson Enterprises made the 2019 list of top industrial distributors. View the company profile & compare rankings w...
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