Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.
A Distributor’s Strategic Plan Starts with Customer Insight Read More »
The old axiom of delivering what your customers want, when they want it and where they want it may be holding your distribution business back.
Is It Time to Rethink Your Delivery System as a Distributor? Read More »
Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.
The Problem with Monolithic Sales Coverage Models Read More »
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
5 Steps for Aligning Working Capital with Customer Needs Read More »
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
Character Traits that Strengthen Remote Sales Management Read More »
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Download this Issue as a PDF: July 10 2020 Read More »
Distributors are making advances in areas that have long been on the to-do list, such as improved technology adoption, better communication and more streamlined operations
Commentary: Distributors Find Value, Productivity in Work-From-Home Environment Read More »
What does the new normal look like in a socially distanced business environment? MDM examines what’s on the horizon for both strategic and financial deals, as well as for prospective buyers and sellers, in a world still dealing with the COVID-19 coronavirus.
M&A Activity Poised for Post-Coronavirus Rebound Read More »
Texas-based building materials distributor expands into California and Arizona with addition of San Jose-based company and its three branches.
SRS Distribution Acquires A.L.L. Roofing Materials Read More »
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