In MDM's first 2022 podcast, we explore three factors for how smaller distributors can gain competitive advantage against larger competitors.
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Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.
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Customers are engaging in purchasing behavior contrary to their own decision confidence, but distribution sales reps can help.
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With the right strategies, distributors can reduce price/cost volatility impacts by using predictive analytics and evaluating cost pass-through methods.
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Days are numbered for the traditional inside-outside sales model in distribution, say executives at Earnest Machine and Gustave A. Larson. Here's how they developed a new integrated approach.
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How distributors will plan and adapt for 2022. Actionable insights to build profitable revenue and market share growth.
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Larson’s Matt Wisniewski provides a blueprint for how, and why, distributors can craft their own inside-out sales transformation.
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Just as you have to compartmentalize and adapt production processes for agile manufacturing, distributors can create a compartmentalized sales infrastructure that adapts to changing demands.
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Key account programs need constant measurement and engagement to avoid taking revenue-generating resources from other growth initiatives.
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Can distributors overcome constraints of traditional gross margin-based sales models to form better systems and achieve breakthrough performance?
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A customer-centric distribution sales strategy includes focusing on the new digital buyer's journey and engaging in consultative selling.
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Retaining and growing the customer base is more complex in the current business cycle, and sales processes are showing a lot of strain as a result. But MDM's upcoming Sales GPS can help.
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Do you have the right people, in the right roles, with the right distribution sales skills for today?
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Investment Banking Directory
The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.
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