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ROI from CRM: 3 Critical Focus Areas for Long-Term Success

Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for a high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM.

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The 2017 Distribution Industry Outlook

Growth was tough in 2016, with more competitive noise than ever. But the new year is transmitting early optimistic signals for those willing to embrace shifts in the distribution landscape. Read More

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3 Winning Strategies for 2017

In our current slow-growth economic environment, three core concepts define how distributors are disrupting their long-held models and transforming value propositions amid changing economic, technological and competitive forces. By shifting to omnichannel thinking, analytics-based revenue and profitability growth, a distributor can build a winning culture. Read More

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Keeping a Customer Focus in a Digital World

Relationships are a critical component of every successful distributor's strategy. But as e-commerce and other digital tools continue to alter the supply chain, how distributors interact with their customers is also changing. Read More

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ROI from CRM: 3 Strategies to Uncover & Convert Sales Opportunities

In the second webcast of our quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, hones in on a critical part of that process: sales opportunity management.

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New Tools for Inventory Management

How to manage your inventory with data and analytics. For many years, sophisticated distributors have used Gross Margin Return on Inventory (GMROI) to manage their inventory investments. But GMROI is a flawed measure of performance and using it may contribute to lower profitability. Read More

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Anatomy of a Deal: Buyside & Sellside Perspectives in M&A

While M&A in distribution may lack the blockbuster deals of the last few years, opportunities abound for buyers and sellers – if they know how to navigate today's landscape. Read More

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ROI from CRM: 3 Dos and Don'ts to Transform Your Sales Process

Success with CRM doesn't start with the technology; it starts with your sales process. Join Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, for a high-energy quarterly webcast series that will challenge your thinking on getting ROI from CRM. Read More

Webcast

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Moving Beyond Rebates

Rebates have long played a critical role for distributors, many of whom rely on the returns they get from these incentives to remain profitable. But the market is changing, and as a result, programs centered on buying more from manufacturers may have run their course. Defining a replacement incentive structure, however, is complex. Read More

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One Size Doesn’t Fit All: Reinvent Your B2B E-Commerce Strategy

With B2B e-commerce projected to reach $1 trillion by 2020, distributors who aren't prepared for the explosion of buyers online will be left behind. But many distributors are hesitant to move forward with new or additional technology because they aren't sure about the right solution, how it can align with current capabilities and how much it will cost. Read More
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