Increasingly complex technology, along with ongoing labor shortages and supply chain issues, make artificial intelligence-based automation transformational for distributors and their customers.
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Distributors feel the weight of supply chain anchors this year, but there should be smoother sailing ahead.
The pandemic has provided a ripe opportunity for this often-discussed, much-needed organizational change. Here’s where to begin.
Excluding an outlier, the overall sales change is still positive but at 1.3%.
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
We have the opportunity to question the efficiency and effectiveness of our daily routines now like never before.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Where did distributor revenues land in the third quarter? What’s the outlook for 4Q and beyond? We answer those questions and more in this preview of the latest MDM-Baird Distribution Survey — and the results might surprise you.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
IRCG's weekly comparison of distribution business to previous year's data reflects 'unnerving sense of stability.'
The global pandemic has weakened traditional selling processes — making now an optimal time to revolutionize distribution sales teams’ performance.
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.
More distributors are taking a rapid and growing interest in sales transformation and rethinking how they enable their sales teams to perform.
