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.
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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.
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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.
Barry Litwin, CEO of Global Industrial parent company Systemax Inc., says the right digital capabilities can practically eliminate the need for customer service because everything gets done online. He shared the companys digital journey on the most recent episode of MDM Live.
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Recent economic reports show upward momentum for the overall U.S. economy and the wholesale distribution industry in particular, but not all data points paint a rosy picture, indicating recovery will be a slog.
The safety category again stole the show for Fastenal Co. during its May sales report with a 136.3% increase, while the companys fastener business has likely hit the bottom during the COVID-19 disruption and could be on the upswing.
Some distributors are updating their price segmentation schemes to ensure they reflect these evolving conditions by overlaying a COVID-19 demand category attribute to complement traditional segmentation schemes.
Optimize search results, facilitate up-sells and cross-sells, promote items that need to turn quickly and elevate private-label products all ways distributors can use AI to transform websites from order-taking to order-making assets.
