While distributors are slow to hire the next generation, their customers arent.
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Sales people still matter.Help them adapt.
Pricing power is the ability to sell at higher prices without losing volume.
Epicor conference confirms a tipping point for distribution in 2018.
An engaged workforce drives customer satisfaction and loyalty.
This is not a rumor, its a suggestion and its not one Ive previously heard.
Genuine Parts sweetens its merger offer, affirms commitment to deal.
Culture, service and value are competitive assets.
While it may be difficult, its not hopeless.
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The first stage in addressing a crisis to realize one exists
Do you get most of your customer feedback from your outside sales team?
Focusing on new customer acquisition means ignoring the most important customers: the ones you already have.
The deal has several story lines that add to how the 2018 competitive landscape is shaping up.
Distributors who develop strong analytics packages with sales input grow sales quickly
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Relationships are still the key to success in B2B distribution, but they are changing rapidly
