August 9 2013
Bridging the Value Gap
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According to a recent survey conducted by MDM and Real Results Marketing, distributors can confidently say how they are better than their competitors at providing certain features and benefits. But often they still struggle with integrating the features and benefits into a cohesive value proposition. In this article, the second in a two-part series, Jonathan Bein, managing partner at Real Results Marketing, examines a technique that can help distributors bridge that gap.
This article includes:
- An evaluation of how distributors perceive the features and benefits of their value propositions
- Tools for connecting the features and benefits
- Actionable steps for testing the value proposition
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Wallet Share, Demands Drive Accelerated Channel Convergence in Distribution
- The Case for Proactive Inside Sales
- Stop Guessing: The Value of Customer Segmentation
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In the past few years, technology usage in distribution has exploded as adoption of mobile devices as sales tools has increased. But many people continue to make excuses as to why some new technology isn't right for us. They're just excuses, though, and distributors should avoid letting technophobia keep them from efficient and effective tools.
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Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Replenex Builds Culture of Cost Savings
- MDM Interview: Breaking Down the Barriers for CRM
- MDM Interview: As Manufacturing Evolves, Learn & Adapt or Be Left Behind
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As data moves from paper to digital, information is easier to store and manage – and to move and steal – than ever before. This is especially true in distribution, where companies are turning to mobile technology to improve customer service, sales and operations. In this article, labor law specialists and distributors weigh in on the biggest data security risks and how distributors can contain them.
This article includes:
- Risks to data security that distributors need to consider
- Steps to reduce data security risk
- How to be proactive about protecting data
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Minding the Gap Between Data & Action
- 2013 State of E-Commerce in Distribution
- Foodservice Sector Tackles Data Standards
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This article summarizes the just-released Distribution Monitor Report, based on research from the National Association of Wholesaler-Distributors and McGladrey, a provider of assurance, tax and consulting services. In general, distributors surveyed for the report are optimistic for the rest of 2013 and are making plans to invest for growth in 2014.
This article includes:
- Distributor plans for growth in 2014
- Expectations for costs in the next 12 months
- Inventory expectations
- Plans for hiring
- Strategies for maintaining or improving profit margins
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM-Baird Survey: Lackluster Results for Most Sectors in 2Q Survey
- Distributors Respond to the Big-Box Challenge
- Global Competition on a Local Level
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This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- Bridging the Value Gap: How Distributors can Build a Cohesive Value Proposition
- Commentary: Tackling Technophobia
- Data Security Risks Grow
- Survey: Distributors Optimistic for 2013
Are you a subscriber? Simply log-in to view this issue.
- Premium
According to a recent survey conducted by MDM and Real Results Marketing, distributors can confidently say how they are better than their competitors at providing certain features and benefits. But often they still struggle with integrating the features and benefits into a cohesive value proposition. In this article, the second in a two-part series, Jonathan Bein, managing partner at Real Results Marketing, examines a technique that can help distributors bridge that gap.
This article includes:
- An evaluation of how distributors perceive the features and benefits of their value propositions
- Tools for connecting the features and benefits
- Actionable steps for testing the value proposition
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Wallet Share, Demands Drive Accelerated Channel Convergence in Distribution
- The Case for Proactive Inside Sales
- Stop Guessing: The Value of Customer Segmentation
- Premium
In the past few years, technology usage in distribution has exploded as adoption of mobile devices as sales tools has increased. But many people continue to make excuses as to why some new technology isn't right for us. They're just excuses, though, and distributors should avoid letting technophobia keep them from efficient and effective tools.
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Replenex Builds Culture of Cost Savings
- MDM Interview: Breaking Down the Barriers for CRM
- MDM Interview: As Manufacturing Evolves, Learn & Adapt or Be Left Behind
- Premium
As data moves from paper to digital, information is easier to store and manage – and to move and steal – than ever before. This is especially true in distribution, where companies are turning to mobile technology to improve customer service, sales and operations. In this article, labor law specialists and distributors weigh in on the biggest data security risks and how distributors can contain them.
This article includes:
- Risks to data security that distributors need to consider
- Steps to reduce data security risk
- How to be proactive about protecting data
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- Minding the Gap Between Data & Action
- 2013 State of E-Commerce in Distribution
- Foodservice Sector Tackles Data Standards
- Premium
This article summarizes the just-released Distribution Monitor Report, based on research from the National Association of Wholesaler-Distributors and McGladrey, a provider of assurance, tax and consulting services. In general, distributors surveyed for the report are optimistic for the rest of 2013 and are making plans to invest for growth in 2014.
This article includes:
- Distributor plans for growth in 2014
- Expectations for costs in the next 12 months
- Inventory expectations
- Plans for hiring
- Strategies for maintaining or improving profit margins
Subscribers should log-in below to read this article.
Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:
- MDM-Baird Survey: Lackluster Results for Most Sectors in 2Q Survey
- Distributors Respond to the Big-Box Challenge
- Global Competition on a Local Level
- Premium
This is the PDF of this issue of Modern Distribution Management.
Table of Contents:
- Bridging the Value Gap: How Distributors can Build a Cohesive Value Proposition
- Commentary: Tackling Technophobia
- Data Security Risks Grow
- Survey: Distributors Optimistic for 2013
Are you a subscriber? Simply log-in to view this issue.
