Blindly following a competitor’s lead or treating every customer the same are two common mistakes that distributors can’t afford to make in today’s environment. Consultant Robert Sabath explains how these and other common actions can hold you back.
In a recent virtual conversation with a few hundred Texas A&M Industrial Distribution students, the next generation had a lot to say about what changes they see in B2B distribution after the full impact of COVID-19 becomes clear. The future of distribution is moving faster than any of us thought possible, and it’s looking brighter with the talent coming online.
For employees who are traditionally customer-service oriented, making cold calls requires a different skill set. Eric Chernik, CEO of Building Controls & Solutions, is providing training and tools for all employees, such as customer call lists with outbound call scripts, to grow business during the coronavirus slowdown.
Amazon Business’s growth is not equally distributed. It has excelled in certain areas of B2B and struggled in others. Platform consultancy Applico shares the top verticals for Amazon Business, including number of products listed and category sellers.
Streamlining the order-to-cash process can play an important role in helping distributors to stay on top of accounts receivable and reduce DSO at a time when cash generation is of paramount importance during the COVID-19 economic slowdown.
The right product information management technology can empower distributors and enhance e-commerce capabilities.
March 4, 2020
Robust PIM solutions can streamline the source of product data and all digital assets, positioning distributors to make the most of your unique value proposition by improving customer engagement, automating operational processes and swiftly executing a new value chain.
AI will not create another new sales channel for distributors, but will radically improve the performance of existing channels to exponentially increase profitability over time. While Data Network Effects have been great for companies in other spaces, they promise to be truly game-changing for distributors, says Proton.ai’s Benj Cohen.