A Distributor’s Strategic Plan Starts with Customer Insight
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.
July 10, 2020
Is It Time to Rethink Your Delivery System as a Distributor?
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.
The Problem with Monolithic Sales Coverage Models
Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.
5 Steps for Aligning Working Capital with Customer Needs
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
Character Traits that Strengthen Remote Sales Management
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.
Download this Issue as a PDF: July 10 2020
This is the PDF of this issue of Modern Distribution Management.
In this issue of MDM Premium, we provide a variety of ways for distributors to improve business practices — starting with a look at the altered M&A landscape and which companies are most likely to have an advantage in today's marketplace. Then, you'll read how remote sales management often requires sales leaders to focus on soft-selling skills. And finally, pick up some tips on how to adjust inventory management planning when demand is anything but typical.
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Commentary: Distributors Find Value, Productivity in Work-From-Home Environment
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
M&A Activity Poised for Post-Coronavirus Rebound
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.
SRS Distribution Acquires A.L.L. Roofing Materials
Texas-based building materials distributor expands into California and Arizona with addition of San Jose-based company and its three branches.
