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Your sales team can use customer-level cost increases to grow sales and customer profitability if you have the processes and analysis to support them.
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Posts By John Gunderson
The B2B distribution business is dealing with plant shutdowns, supply chain disruptions and a whole new way of doing business. Rocket Industrial navigated both an ERP upgrade and automation of its AR/AP with a clear plan: Take cost out while improving service levels.
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The B2B distribution business has been adjusting to the new mask-to-mask business environment by changing how distributors handle inventory, deliver products and communicate with customers. The most difficult adjustment has been letting go of the old sales coverage plan.
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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.
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Three channels that will feel the biggest impact from WESCO’s June 22 acquisition of Anixter.
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The largest B2B distribution M&A deal finalized Monday, and it is going to have a big impact on electrical, industrial and datacomm distribution.
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How manufacturers sell and how customers buy have undergone significant change in recent weeks, and it wont go back to the way it was three months ago. MDMs John Gunderson shares tips on how the B2B manufacturer can reset plans with reps, key distributors and end customers.
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Coronavirus market upheaval has future-focused manufacturers stepping up communication with end customers and putting themselves in a position to make channel adjustments in the coming post-pandemic economy. MDMs John Gunderson shares how distribution channel partners can prepare for the change.
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The conversation during MDMs first live discussion on COVID-19 last week made clear that the next couple of months will be critical for distributors as the coronavirus crisis continues to unfold. MDMs John Gunderson reflects on how the distribution speakers who participated in the conversation are leading their teams during this health crisis.
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Its an unsettling time for outside sales. Managing them through this time is critical for the future of your business. MDMs John Gunderson advises distributors leverage your relationships appropriately, focus on sales planning and forecasting, avoid panic pricing and consider whether or not sales promotions are in order.
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The worldwide disruption caused by COVID-19 means distributors need to consider both short- and long-term action plans for your inventory and customer pricing programs. MDMs John Gunderson shares actions that are critical to helping your company anticipate customer needs.
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In a few short weeks coronavirus has dealt another blow to in-person meetings and personal relationship selling. But now is not the time to stop selling, argues MDMs John Gunderson. He frames the importance of continuity in your companys sales process in this time of crisis and thoughts on how to deepen the value those relationships have built over many years.
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Tariffs, commodity price increases and coronavirus COVID-19 are among the concerns causing a high level of supply chain disruption. MDMs John Gunderson and Derek Green share their go-to action items to ease the uncertainty.
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Latest Manufacturers Shipments, Inventories, and Orders Survey shows little growth overall, except for a few categories that continue to rise.
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There are myriad ways for distributors to go beyond the status quo, including creating a business development team, building marketing around unassigned accounts and changing commission plan incentives, says MDMs John Gunderson.
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Crescent Electric president & CEO to retire after 41 years.
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There are five categories where distributors can gain valuable insight from customer responses to improve business practices.
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