But industrial distributor also sees headcount continue to decline and the number of “selling personnel” is down nearly 10% compared to the same time last year.
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Distributors leave up to 5% of profit on the table during price negotiations, but an automated system can take human judgment out of the picture and add more dollars to the bottom line.
Let the computer do some of the work by conducting a virtual pilot to sanity test your plans before you make changes in real-time and risk making a mistake, says consultant Robert Sabath.
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.
Bloggers answer distributor questions on how to manage COVID-19-induced business changes.
Though not where it should be in a typical July, distribution M&A activity reached double-digit transactions for a second straight month. Our M&A Roundup recaps deals from LINC Systems, Core & Main, SRS Distribution and more.
The severity of the coronavirus crisis has exceeded that of the Great Recession more than 10 years ago, and while distributors haven’t been spared the impact of COVID-19, the industry is faring better than most.
Grainger’s sales dipped 2% last quarter as pandemic-related sales (e.g., PPE) again offset softness in its traditional product line, but non-pandemic sales are showing signs of life.
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
Distributors shift from rear-facing analysis to forward-looking predictive analytics models.
Industrial distributors Earnest Machine and LINC Systems share the impact of trade wars and the coronavirus on their businesses.
Industrial vending machines not only offer customers the opportunity to provide safety and PPE, but also help track employee compliance during times of heightened risk.
More distributors are taking a rapid and growing interest in sales transformation and rethinking how they enable their sales teams to perform.
The largest B2B distribution M&A deal finalized Monday, and it is going to have a big impact on electrical, industrial and datacomm distribution.
The industrial distributors Director of Organizational Development Cory Calderon sees a post-pandemic future with a hybrid remote/onsite work environment, contingent upon scalable software applications and technology upgrades.
Size doesnt matter when it comes to being successful in e-commerce. Walmart recognized that its prior e-commerce team, and perhaps its vision, could only take the company so far. It needed new blood, says Channel Marketing Groups David Gordon.
In many cases, distributor sales people report that they cant remember the last time they have reviewed their pricing with their leaders. MDMs John Gunderson shares five steps pricing teams take to maintain margins.
In a recent MDM webcast, Navigating the New Now as a Distributor, Epicors Emma Vas and Mark Jensen discussed key trends that are emerging to help distribution companies thrive. Distributors are finding ways to boost revenue, negotiate supplier relationships, optimize inventory and streamline social distancing.
If you're a distributor in America today, youve got to get digital quick, says John Caplan, president, North America and Europe, Alibaba.com, who spoke on last weeks MDM Live about why digital has become imperative for distributors to compete.
More than 13,000 health care and 7,000 government organizations have purchased PPE and other supplies through COVID-19 Supplies site on Amazon Business.
