In an E-Commerce World, Content is King
Distributor and manufacturer panelists at the recent AD eCommerce Summit discussed the importance of getting advanced product content onto websites.
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Articles
Economic Green Shoots Continue to Sprout as Pandemic Rages On
A surge in COVID-19 cases means the pandemic is far from over, but the latest round of economic reports is further proof that the recovery also shows no sign of slowing.
Economic Green Shoots Continue to Sprout as Pandemic Rages On Read More »
3 Ways to Get the Most Out of Revenue Growth Management
When correctly leveraged, the theory of revenue growth management has proven time and time again that it can provide sustainable revenue and profit growth.
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4 Signs It Might Be Time to Make a Sales Comp Change
If a compensation program change decreases a field sales force’s incremental energy investment, it is hard to see how making a change makes commercial sense. However, there are some situations, such as the four outlined here, where a positive ROI may accrue from going through the redesign process.
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Why Now is the Right Time to Transform Your Sales Model
Mike Marks outlines the reasons companies should attend MDM’s Sales GPS conference in Chicago this November.
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Don’t Let Conventional Wisdom Hurt Your Customer Relationships
Heard one of these lately? Customers are sick of Zoom; they never want to see a salesperson in-person again; they are moving all their orders to Amazon because we’ve heard how AMZ has blown up during the pandemic, etc. Our team at MDM looks at conventional wisdom like some people look at clay pigeons – we can’t wait to shoot ‘em down! Happy we got our chance.
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Evolve from Yield Management to Revenue Management
By including costs, revenue management can balance profit, and by including ancillary revenue streams it also evaluates total customer value. It is this wide focus that makes revenue management essential for any high-performing organization.
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How Bad Has Distribution Channel Erosion Become?
As a result of new channel “tributaries,” distributors have begun to see both their customers’ mindshare and share of wallet decrease as customers adjust to different, often more convenient modes of obtaining product.
How Bad Has Distribution Channel Erosion Become? Read More »
Yes, You Can Use Supplier Cost Increases to Improve Your Profitability
Your sales team can use customer-level cost increases to grow sales and customer profitability if you have the processes and analysis to support them.
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Applied Industrial Posted a Blowout 4Q, but Here’s Why It’s More Bullish on 2022
The distributor’s earnings and revenue beat wasn’t surprising given a favorable comp, but a handful of tailwinds are keeping Applied’s optimism intact heading into the new fiscal year.
Applied Industrial Posted a Blowout 4Q, but Here’s Why It’s More Bullish on 2022 Read More »
Is Advanced Pricing the Right Approach for B2B Distributors?
Panelists debated whether advanced pricing could help distributors improve their margins during the latest MasterB2B “un-webinar” hosted by Andy Hoar and Brian Beck.
Is Advanced Pricing the Right Approach for B2B Distributors? Read More »
How the 4 P’s Have Changed and What Distributors Can Do About It
Consider the four key factors that will have a major impact on your revenue: Product, Price, Place and Promotion.
How the 4 P’s Have Changed and What Distributors Can Do About It Read More »
What are the Forces Behind Distribution M&A Growth?
Distribution companies are garnering record-high valuations along with managing increased consumer demand and critical capacity constraints.
What are the Forces Behind Distribution M&A Growth? Read More »
Essendant CEO Dochelli Talks Culture, Communications and Third-Party Logistics
Essendant CEO and President Harry Dochelli has seen plenty of twists and turns during his nine-plus years with the company, but a few pillars, such as communications and culture, have always held true.
Essendant CEO Dochelli Talks Culture, Communications and Third-Party Logistics Read More »
Opportunity Knocks for WESCO’s Broadband Fiber Portfolio
With Anixter in the fold, WESCO International is looking to cash in on the Federal Communication Commission’s $20 billion Rural Digital Opportunity Fund.
Opportunity Knocks for WESCO’s Broadband Fiber Portfolio Read More »
Alibaba’s E-Commerce Growth Slows in 1Q
While Alibaba’s commerce ecosystem continued to thrive in the first quarter, it did so at a slower rate as it faces increased regulatory scrutiny.
Alibaba’s E-Commerce Growth Slows in 1Q Read More »
Talent Development Begins with You
As a leader, we don’t actually have much control over the people we lead. However, we have complete control over ourselves.
Talent Development Begins with You Read More »
Adopting a Customer-Centric Distribution Sales Strategy
Even though sales reps enter the buying journey later than they have in the past, they have never been more valued because of onsite assessments, the ability to drive decisions with multiple stakeholders and successful implementation of solutions.
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3 Misconceptions about AI that Distributors Need to Put to Rest
Proton.ai’s Jill Voege writes that while many distributors tend to think of AI as an abstract concept, it’s actually a technology that can provide real value for their businesses.
3 Misconceptions about AI that Distributors Need to Put to Rest Read More »
Think Beyond Purchases: The Role of Micro-Conversions in Driving Online Revenue
Micro-conversions can function as steps through which a distributor’s customers travel on the way to a sales conversion.
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