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Project selling – an area where there is room for simple, high-value improvements – stands out as one of the most critical and lucrative ways a distributor can create a value-added service component. Here’s a primer on how to develop project selling as a competitive moat and some important keys to success.
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In part one of this three-part series, MDM President and COO Ian Heller explored the dangers of working with a pure branding agency and how the wrong partner can do more harm than good for a distributor. In part two, Ian uncovers how you determine the value of branding for your distribution company.
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This three-part series examines why distributors struggle with branding. In this, the first article in the series, MDM President & COO Ian Heller contrasts the difference between what branding agencies promise and what they actually deliver. He outlines why such agencies have objectives that conflict with yours, and why you should consider pure B2B advertising agencies that do more than just branding.
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Over the last several years, private equity firms have invested billions of dollars in distribution. This analysis examines how consolidation has impacted the foodservice sector and the opportunities private equity sees in the segment.
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Since the January launch of its pricing initiative, Grainger has seen significant declines in profitability. While this margin trend is expected to reverse in 2019, its existence may signal that the pricing process Grainger is pursuing is less than optimal. This article, part 2 in a series, analyzes the challenges Grainger faces in implementing its pricing approach and provides additional lessons for other distributors looking to improve their pricing strategies.
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What can other B2B distributors learn from watching Grainger’s pricing story unfold? Three tips for distributors.
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Customers today demand more services, and distributors need to evaluate what they offer – and at what cost. This article examines the drivers behind these changing customer expectations and steps a distributor can take to give customers what they want while remaining profitable.
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Implementing internet of things used to be a costly and confusing process. But as adoption of the technology grows, so do the options to ease the pains of implementation. This article examines some of the options available and how IoT is changing the role of the distributor in the supply chain.
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