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The economics of relationship selling are changing, and that means distributors must change, as well. This article – part 2 in a series on the role of the distribution sales rep – examines that change and paints a picture of the future of field sales, including its role, function and purpose for the successful distributor. Part 1 examined what’s driving the shift and why distributors should act.
Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.
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ADs e-commerce services, which became available for its industrial division in January and launches in early December for its electrical and plumbing, PVF and HVAC (PHCP) divisions, gives member companies access to fully attributed data and can help level the playing field for small and mid-sized distributors.
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How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This article, the first of a two-part series on the changing role of distribution sales reps, examines what’s driving the shift and why distributors should act.
Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.
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A joint MDM-Real Results Marketing survey revealed that distribution and manufacturing, in general, are 4.5 times less likely than other industries to be extremely satisfied with their marketing capabilities. This article examines how distributors across sectors approach marketing and what they consider the most effective channels to be.
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A mobile app might not work for every distributor, but gauge your customers demand for it before deciding. This article explores how distributors can use mobile to create a competitive advantage.
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Not enough distributors listen to their customers, and this is a problem in the era of the customer. With the rise of Amazon and other unknown disruptors possibly on the horizon, B2B companies must map their customers experience to uncover deficiencies and then work to solve them.
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The MDM Industry Innovator award recognizes an individual who is leading change in a changing industry, rather than letting the change lead them. This years winner is Jay Amstutz, president of Ohio Power Tool, Columbus, OH. Amstutz was selected for his approach of using online tools to help his local distribution company compete with larger players for sales and employees.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
The B2C shopping concept, in which people can get anything they need anytime they want it, is clearly influencing B2B buying. But a distributors customer has certain needs from superior product knowledge to service and sales reps available to answer phone calls that the Amazon experience cant provide.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
It used to be that the largest distributors were the biggest threats to small ones. Their ability to outspend other players in technology and growth allowed them to eat up market share across geographies, but new technology and customer expectations have changed the competitive landscape.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
Companies that dont have the right technology in place or dont optimize their current capabilities are leaving dollars on the table. But a renewed focus on getting the most out of existing systems can yield numerous benefits.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
Although marketing has grown in importance for distributors over the last year, most dont realize the crucial role it plays in gaining a competitive advantage.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
MDM identified a handful of other distribution trends to watch for the rest of 2016 and into next year. Look for stories on these and other topics relevant to the industry in future issues of MDM Premium and at mdm.com.
Other trends include:
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This article is part of MDM's 2016 Distribution Trends Special Issue.
Bensenville, IL-based health care packaging distributor Action Health was selected as a 2016 MDM Market Mover for its innovative approach for adapting to the new low-margin reality of its market.
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This article is part of MDM's 2016 Distribution Trends Special Issue.
Celebrating its 60th anniversary this year, Winsupply, Dayton, OH, is fresh off a name change (it was formerly WinWholesale) and poised to set another record for revenue. Associate Editor Eric Smith spoke with President and CFO Roland Gordon and CMO Steve Edwards about the companys past, present and future.
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What is big data and why does it matter?
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More distributors are crossing the threshold to e-commerce maturity, according to the fifth annual MDM distribution e-commerce survey conducted in partnership with Real Results Marketing. But if they expect continued growth, they must remember it is a journey, not a one-time event.
Part 1 of this series examined the continued trend of distributors moving from the nascent stage – less than 5 percent of revenue being through the e-commerce channel – to the growth and maturity stages.
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Todays distribution model requires some heavy lifting.
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When it comes to e-commerce, you cant just build it and expect them to come.
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