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In The News:

Distribution Sales & Marketing

Earnest Machine Revolutionizes Sales Department

Distributor sees near immediate results after tearing down its traditional inside/outsides sales structure
January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, ...
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Commentary: Process Improvement

Do something before you have to
If this isn’t the year to prioritize pricing and profitability improvement, I’m not sure when would be better! Do something before you have to. Subscribers should log-in below to read this article.
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The Blind Spots of Pricing Strategy

Five margin and profit erosion forces that cause persistent poor financial returns.
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Maybe Your Margin Problem is That You’re Buying Wrong, Not Selling Wrong

Five solutions to common distributor purchasing mistakes that will put lost dollars back in your pocket.
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Fix Your Pricing, Profitability and Culture in 2019

Do your sales and service employees give away value they should charge for and erode margins unnecessarily?
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MDM Classics: Managing Pricing Algorithms

Three factors for distributors to consider when evaluating risks in automatic pricing.
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How to Build a Strong Sales Playbook

Bring the right people on board with a focus on emotional intelligence, says SalesLeadership’s Colleen Stanley.
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4 Pathways to Improved Distribution Sales Effectiveness

Smart hiring coupled with effective sales enablement can increase the velocity of your inside and outside sales teams.
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Targeting Millennials to Forge the Next Evolution of Distribution Sales

Industry leaders shared their recruiting and placement strategies at MDM’s Sales GPS 2019.
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Is E-commerce Market Penetration Reaching a Tipping Point?

MDM/Real Results Marketing survey aims to benchmark e-commerce growth for distributors and manufacturers.
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