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Articles by Mark Dancer

Lack of Vision Holding Distributors Back on Digital Innovation

Explore state-of-the-art innovation practices and make them your own, recommends Mark Dancer.
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Leadership for the Digital Age

Question. Understand. Act. Repeat.
Distributors have been through cycles of challenge and response before, but change is different in the digital age. Past challenges came from industry insiders with game-changing business models built around leveraging scale and removing redundancies ...
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Prepare for the Future by Building Capabilities Today

Five priorities for growth.
Digital technologies have opened the door for distribution leaders to achieve dramatic improvements in productivity and create compelling customer experiences. Many leaders are leveraging digital tools as a foundation for continuous improvement and some are ...
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Reinvigorate Your Supplier Relationships

Distributors must understand importance of market share to manufacturers
For wholesaler-distributors and manufacturers, the road to opportunity will continue to pass through each other's businesses. Distributors should improve the level of partnering with their best manufacturers, and start a new dialogue that can lead ...
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Free your customers

Executive summary: Distributors are caught in a trap. To free themselves, distributors will first need to free their customers. For-fee services will play an important role in helping distributors break out. By avoiding potential ...
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New-economy conversations: How to get "real" customer feedback

Editor's note: This article is an excerpt from The Wholesale Distribution Customer Speaks, a book published this year by the Distribution Research and Education Foundation of the National Association of Wholesaler-Distributors. The focus of the ...
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