January is typically not a big sales month for Earnest Machine, a 72-year-old fastener distribution company out of Cleveland. But this January was not typical. The company was up 29% at the start of 2019, said CEO Kirk Zehnder. Speaking last month at MDM’s Sale GPS Conference, Zehnder explained the radical shift in Earnest’s sales department structure that he credits for the boost.
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When Jergens Industrial Supply (JIS), a division of Jergens, Inc., first launched its Wi-Fi enabled button-based ordering system JIS Express earlier this year, general manager Matt Schron viewed it as a trial to see if customers would like having an Internet of Things (IoT) solution to manage their inventory. Individual products are paired with a physical button that logs a re-supply request each time a customer pushes it, similar to Amazon’s Dash button in the consumer market.
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