How to Fund and Manage Channel Incentive Programs

Once you establish goals for your customized incentive program and become familiar with its analytics output, budgeting is the next key component.

Pricing

How to Deploy Special Pricing Agreements Intelligently

Sales & Marketing

MDM Podcast: Marketing Missteps that Cause Channel Conflict

Featured Premium

Friction Fixes: How to Align Sales with Operations

Tech & Operations

AI in the Field: The Secret to Success in Outside Sales

Up Next

MDM Webcast: Analyzing 2023’s Top Distributors

Strategy & Research

QuickTake: Category & Supplier Management Strategies

Customers experiencing price increase fatigue are looking for ways to reduce operational costs. James Dorn shares thoughts on how distributors can manage their manufacturer suppliers more strategically.

April 28, 2023

Strategy

How to Map Your Customers to the Right Channels and Reps

In this second of a two-part series by Redwood Advisors, learn about the final steps to optimizing an expansive sales force: mapping your accounts to the right sales channel and assigning them the right rep.

April 24, 2023

Strategy

How to Map Your Customers to the Right Channels and Reps

April 24, 2023

Featured Blog

QuickTake: Sales Transformation Trending in 2023

Tom Gale and IRCG’s Mike Marks debrief from attending ISA23, with a deeper discussion on what’s new for 2023 as more distributors engage in transforming sales processes and go-to-market models.

April 21, 2023

Sales & Marketing

How to Refresh and Refine Your Customer Segmentation

This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.

April 19, 2023

Sales & Marketing

Refresh and Refine Your Customer Segmentation

This piece by Redwood Advisors lays out the first key step to optimizing your distribution sales force: best-in-class customer segmentation.

April 19, 2023

Pricing

How Did Pricing Inflation Affect Gross Margin in 2022? Here’s What Distributors Said

We asked distributors if their gross margin was over- or under-inflated in 2022 thanks to pricing inflation. Here's what the data says.

April 17, 2023

Strategy

QuickTake: Profit Levers For a Tightening Year

With volume moderating across most distribution sectors, Tom Gale and James Dorn discuss sell-side, buy-side and program improvements to protect and improve profit.

April 14, 2023

Sales & Marketing

Stay Modern: How to Eliminate Manual Entry and Become More Productive

Karthik Chidambaram explains what distributors can expect from integrating sales process automation and the risk of relying on old-school methods.

April 6, 2023

E-Commerce

A Digital Shelf Strategy: The Key to Commerce Success

Randy Mercer discusses how a company's 'digital shelf' impacts customers' in-store shopping habits, and how to enhance the strategy behind it.

March 24, 2023

Pricing

How Rockstar CFOs Solve the Inflation Puzzle

Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.

March 16, 2023

Pricing

Don’t Leave Money on the Table: The High Cost of Not Having Intelligent Pricing

March 1, 2023

Investment Banking Directory

Work with a banking partner that knows your business. Get detailed information on investment banks with expertise in the wholesale distribution industry.

10 Must-Haves for Distribution ERPs

If you’re in the market for a new ERP (enterprise resource planning) solution and…

A Distributor’s Key to Staying Relevant

Much of the distribution sector has mastered eCommerce as a selling channel. But that’s…

2023 Research: The State of Data Analytics in Distribution

MDM and White Cup teamed together to research and uncover the utilization of data…

Distributors’ Keys to Cybersecurity Effectiveness

This report examines the current state of cybersecurity in distribution; how it should be…

Market Prospector

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