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Amid disruption, company sharpens focus on value proposition.
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Grainger is often recognized as a leader when it comes to distribution e-commerce, but the company recently recognized that its high list prices might be deterring potential customers from becoming buyers. MDM Editor Jenel Stelton-Holtmeier spoke with CEO D.G. Macpherson and Geoff Robertson, vice president, global digital business and innovation, at the 2017 Grainger Show in Orlando, FL, about the company’s strategy for addressing its e-commerce challenge.

This article includes:

  • The pricing dilemma
  • Overcoming e-commerce barriers
  • The "high-list, less-discount model"

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  • How Sales Comp Can Drive Sales Growth
  • MDM Interview: Essendant’s Path Takes New Twist
  • What’s Your Mid-Market Strategy?

A critical part of realigning sales resources is reassessing how your sales compensation supports – or competes with – your company’s sales goals. This article, based on a presentation of Mike Emerson, Indian River Consultant Group, at the Sales GPS 2017 Executive Workshop, examines some of the common challenges to aligning compensation with company goals and some options for overcoming those challenges.

This article includes:

  • Challenges to change
  • Steps to creating change

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  • How to Navigate Key HR Issues in 2017
  • Top Trends for 2017
  • The Future of Relationship Selling: The Gorilla in the Room, part 2
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With questionable business practices making headlines, capitalism has gotten a bad rap with millennials. Rick Schwartz, chairman of Winsupply and outgoing chairman of NAW, advises that it’s up to businesses to change that perception – or put the future of the U.S. economy in peril.

This article includes:

  • Why capitalism seems to be a bad word
  • Why it’s not
  • Who is responsible for change

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  • Top Trends for 2017
  • Why Field Sales Must Evolve: The Gorilla in the Room
  • MDM-Baird Distribution Survey: Revenues Slump; Enthusiasm Rules

Manufacturing moves from making to creating.

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  • Wholesale Distribution Disrupted
  • Small Manufacturers Focus on Tactical Applications for Tech
  • IoT Poised to Alter Supply Chain

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