The 2020 Mid-Year Economic Update_long

August 10 2014

Changing Role of Distribution & Channel Alignment for Small Customers

Volume:

44

Issue:

15

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Features

There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.

This article includes:

  • How the multichannel approach benefits house accounts
  • The role of inside sales
  • Why e-commerce and direct marketing should play a significant role in the realignment

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:

  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel

Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.

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:

  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel
disintermediation-redchainlink

Fear of disintermediation, or manufacturers bypassing distributors to sell directly to end customers, has grown in recent years, with increased adoption of e-commerce making such a move appear more feasible than in the past. As a result, distributors are faced with an increased need to prove their value to both manufacturers and customers or risk being viewed as simply an added cost in the chain.

This article examines the role distributors play in the supply chain and how they can approach the challenge of proving value to fight the threat of disintermediation, including results from MDMs survey on disintermediation, conducted in partnership with Grant Thornton.

This article includes:

  • How distributors add value to the supply chain
  • Areas with potential for differentiation
  • The importance of a transparent supply chain relationship

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:

  • Cost-Effective Channel Alignment
  • The Changing Role of the Distributor
  • The Changing Role of Sales Personnel

With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.

This article includes:

  • Challenges of a more informed customer base
  • Why fast turnarounds are important across the entire transaction process
  • Recommendations for improved training of sales personnel

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:

  • Cost-Effective Channel Alignment
  • The Changing Role of the Distributor
  • Differentiate to Combat Disintermediation

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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 2Q14 Pricing Trends Report
  • MDM/Baird Survey: Distributors See Measured Growth in 2Q
  • The State of Analytics in Distribution
4415Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Making Money with Small Customers: Cost-Effective Channel Alignment
  • Commentary: The Changing Role of the Distributor
  • The Changing Role of Sales Personnel
  • Differentiate to Combat Disintermediation
  • MDM Industrial Inflation Index: June 2014
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

PDF Download

There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. In this article, Jonathan Bein of Real Results Marketing provides an overview of how realigning sales channels can help distributors benefit from these small customers.

This article includes:

  • How the multichannel approach benefits house accounts
  • The role of inside sales
  • Why e-commerce and direct marketing should play a significant role in the realignment

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:

  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel

Today's distribution industry is a different animal than a few decades ago. The article examines how distributors are adapting to new customer expectations.

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:

  • Making Money with Small Customers
  • Measuring the Customer Experience
  • The Changing Role of Sales Personnel
disintermediation-redchainlink

Fear of disintermediation, or manufacturers bypassing distributors to sell directly to end customers, has grown in recent years, with increased adoption of e-commerce making such a move appear more feasible than in the past. As a result, distributors are faced with an increased need to prove their value to both manufacturers and customers or risk being viewed as simply an added cost in the chain.

This article examines the role distributors play in the supply chain and how they can approach the challenge of proving value to fight the threat of disintermediation, including results from MDMs survey on disintermediation, conducted in partnership with Grant Thornton.

This article includes:

  • How distributors add value to the supply chain
  • Areas with potential for differentiation
  • The importance of a transparent supply chain relationship

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:

  • Cost-Effective Channel Alignment
  • The Changing Role of the Distributor
  • The Changing Role of Sales Personnel

With all the technology available to sales personnel, the nature of the sales position is changing drastically. This article examines some of the ways in which the role of the salesperson is changing, as well as ways to prepare a sales force for today's ever-changing environment.

This article includes:

  • Challenges of a more informed customer base
  • Why fast turnarounds are important across the entire transaction process
  • Recommendations for improved training of sales personnel

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:

  • Cost-Effective Channel Alignment
  • The Changing Role of the Distributor
  • Differentiate to Combat Disintermediation

Modern Distribution Management's monthly Industrial Inflation Index measures a cross-section of industrial supplies.

This index includes:

  • Abrasives Products
  • Cutting Tools
  • Power Transmission Equipment
  • Fasteners
  • Valves, etc.
  • Power Tools
  • Material Handling Equipment
  • Belting
  • Hand Tools
  • Misc. Metal

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 2Q14 Pricing Trends Report
  • MDM/Baird Survey: Distributors See Measured Growth in 2Q
  • The State of Analytics in Distribution
4415Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Making Money with Small Customers: Cost-Effective Channel Alignment
  • Commentary: The Changing Role of the Distributor
  • The Changing Role of Sales Personnel
  • Differentiate to Combat Disintermediation
  • MDM Industrial Inflation Index: June 2014
  • News Digest

Are you a subscriber? Simply log-in to view this issue.