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Technology

Pandemic Accelerates the Next Phase of Distribution Analytics

Distributors shift from rear-facing analysis to forward-looking predictive analytics models.

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Tariffs

Tariffs and COVID-19: Case Studies on Distribution Disruption

Industrial distributors Earnest Machine and LINC Systems share the impact of trade wars and the coronavirus on their businesses.

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Vending

How Distributors Can Help Customers Comply with COVID-19 Safety Rules

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.

Businessman manager using tablet check and control for workers with Modern Trade warehouse logistics. Industry 5.0 concept
Technology

59 Questions for Distributors to Assess Your Pandemic Response

Identify strengths and weaknesses across three business sectors — process, technology and people — to improve ongoing company performance.

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Operations

Distributors Find Value, Productivity in Work-From-Home Environment

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

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Strategy

A Distributor’s Strategic Plan Starts with Customer Insight

Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.

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Operations

The Problem with Monolithic Sales Coverage Models

Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.

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Sales & Marketing

Character Traits that Strengthen Remote Sales Management

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.

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Free

Commentary: Distributors Find Value, Productivity in Work-From-Home Environment

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

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mergers and acquisitions

M&A Activity Poised for Post-Coronavirus Rebound

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.

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