Companies must adapt by leveraging vision, understanding, clarity and agility to navigate the emerging business landscape and develop resilience against volatility.
How 4 Distributors are Building Supply Chain Resilience Read More »
Analytics on transactional data, sales force input and customer input via surveys and interviews can all inform customer buying criteria.
Data Storytelling: 3 Easy Ways to Identify What Your Customers Value Read More »
As distributors compete in an increasingly complex environment with non-traditional distributors amidst accelerating growth of digital channels and supply chain disruptions, using data (analytics and insights) to generate, manage and sustain profitable growth is becoming a key trait of resilient distributors.
4 Foundational Analytics to Become a Data-Driven Digital Distributor Read More »
The marketplace has changed drastically, and the standard cost-plus margin approach is unlikely to cover distributors' bases across the board.
7 Critical Factors in Calculating Cost-to-Serve in Distribution Read More »
Understand the market, get to know your customers and use appropriate benchmarks in creating a portfolio management approach to customer retention.
6 Steps to Create a Portfolio Management Plan that Will Strengthen Customer Loyalty Read More »
Portfolio reviews are more valued by core customers with greater breadth of spending across categories. These are exactly the clients you want to nurture (and conversely, can’t afford to lose).
The Secret ‘Value-Add’ in Distribution: Portfolio Management Read More »
Identify strengths and weaknesses across three business sectors — process, technology and people — to improve ongoing company performance.
59 Questions for Distributors to Assess Your Pandemic Response Read More »
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
5 Steps for Aligning Working Capital with Customer Needs Read More »
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