With increasing threats by digital giants and other channel disruptors, value-creating distributor-manufacturer partnerships are more important than ever. This article is the third of a three-part series on the benefits, critical value and keys to success of distributor advisory councils (DACs), based on interviews with 300 distributor principals.
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Identify strengths and weaknesses across three business sectors — process, technology and people — to improve ongoing company performance.
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.
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.
Four critical actions to take for an effective transition of sales teams to this new environment include reassurances about compensation, addressing performance gaps, elevating customer conversations and training on new customer interactions.
There is tremendous value in reaching out to associates, suppliers and customers to gauge and benchmark the quality of the relationship from all sides.