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In The News:

Distribution Sales & Marketing

Walmart Should Buy Grainger

This is not a rumor, it’s a suggestion and it’s not one I’ve previously heard.
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Private Label: To Be or Not to Be

Is that Kirkland or Grey Goose?
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Why Are Distributors So Bad at Marketing?

While it may be difficult, it’s not hopeless.
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Who is Your Vice President of First Impressions?

Do you get most of your customer feedback from your outside sales team?
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Vending Programs Prove the Best Defense is a Good Offense

Focusing on new customer acquisition means ignoring the most important customers: the ones you already have.
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Are You Using Analytics to Drive Sales Growth?

Distributors who develop strong analytics packages with sales input grow sales quickly
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Tip: Don't Count on Branding to Drive Profits

The importance of branding varies greatly between companies.
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It’s All About the Relationships

Relationships are still the key to success in B2B distribution, but they are changing rapidly
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Can Raising Prices Lower Profits?

High gross margin and EBITDA percentages are often seen as measurements of management quality.
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Do You Know How Many Customers You Lose Each Year?

Learn the behaviors of your customer base.
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