Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
Latest In Free
Salespeople will continue to hit the road when and where they can, but distributors still need to hone their remote sales tactics.
If you’ve never used or are unfamiliar with a Distributor Advisory Council (DAC), you could be losing more than valuable feedback. You could be sacrificing profits, market share, and crucial customers you can’t afford to lose.
Laura Phelan is steering the company’s digital marketing and merchandising, demand generation, digital in-store experiences and content marketing.
ADI Global Distribution vice president of global operations helped carry the company through the complexity of COVID-19 with "creative and unique" solutions.
Harnessing the power of data can transform a distributor. This article introduces distributors to the benefits of analytics, including how data-informed decisions can help a company analyze market potential, profile customers and better target prospects — all of which can grow revenue, reduce costs and improve profitability.
Kathy Mazzarella of Graybar, Debbie Weitzman of Cardinal Health Inc. and D.G. Macpherson of Grainger spoke on a National Association of Wholesaler-Distributors Digital Summit panel about how they’ve led their businesses over the past year and how lessons learned during COVID-19 can help influence the industry.
With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.
Chosen from dozens of talented nominees over a month-long online nomination process, the latest MDM Future Leader Award winners represent the cream of the crop among the field of under-40 distribution talent.
In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
Distributors are making advances in areas that have long been on the to-do list, such as improved technology adoption, better communication and more streamlined operations
What does the new normal look like in a socially distanced business environment? MDM examines what’s on the horizon for both strategic and financial deals, as well as for prospective buyers and sellers, in a world still dealing with the COVID-19 coronavirus.
Many more industry events are on this year's calendar. The question now is, what will associations do — cancel, postpone, convert to virtual gathering or offer a hybrid of live and digital programming?
In the past, distributors would often sacrifice margins to gain market share and drive the topline. However, such tactics negate a strategic pricing process, rendering it nearly nonexistent. Without process, your people must make pricing decisions in a vacuum. As hard as they might try to compensate for and cope with inefficiencies, and as effective as their efforts might be in the short-term, you can’t expect them to sustain healthy margins in the long run.