White Papers

Prioritizing Profits With Your Pricing Strategy

Less than 20% of your customer base makes up 80% of your profits. Chasing the wrong customers can cost you dearly – in time, resource investment, and opportunity loss.

 

To prioritize profit in your business strategy, distributors need to revamp their pricing strategy. Your sales team can move away from the ad hoc “deal desk” approach to a data-driven approach based on the perceived value they bring to their customers. A customer that values your services will pay more for those services.

 

Pricing has a solid trickle-down effect that goes well beyond winning the deal. A well-orchestrated pricing strategy sets the intention for your business. Eliminate unprofitable business pursuing and focus your efforts on those customers who have the promise to become more profitable.

 

Getting Your Sales Team to Adopt a New CRM Solution

User adoption is the key to achieving the greatest return on investment from your Customer Relationship Management (CRM) system and can give you an incredible edge over your competition.

 

You can lead your sales reps to the CRM waters, but how do you get them to drink and, more importantly, continue to come back to the CRM well again and again?

 

Over the years, White Cup has partnered with more than 1,000 companies worldwide to help them structure their CRM rollouts for optimal uptake. This report shares 11 things our experts say make all the difference in creating an engaged, enlightened, and fully CRM-empowered salesforce.

 

Credit Where It’s Due

The worst of the pandemic might be over, but B2B point-of-purchase habits have evolved. And they’re unlikely to revert to what they were before. Data now points to a heightened need for quick, easy and trusted credit-approval options to reflect post-pandemic realities for distributors of all sizes.

 

According to research compiled by MDM and Credit Key, quickly securing lines of credit will be vital to B2B companies moving forward. Flexible financing will help suppliers and vendors stay stocked during eras of sustained growth and times of supply crisis.

 

As distributors have rapidly upgraded their technology, many e-commerce customers have gotten used to convenient, digital purchasing options while increasingly turning away from traditional buying options.

 

Companies now are looking for e-commerce specialists and B2B lenders who offer real-world, real-time solutions that allow businesses to focus on their true goals: offering top-line products and services to their target markets.

 

2018 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

The lists are ranked in order of 2017 revenue size alone; no other factors were used to compile these lists.

Your Amazon Business Playbook: A Strategic Evaluation for Distributors

This report, focusing on distribution’s omnichannel future, follows Amazon’s rise as it rapidly built the competencies needed to master B2B distribution the way it mastered the online bookstore. We examine the threats that Amazon poses, the rise of Amazon Business – formerly AmazonSupply – and why it presents a clear threat to today’s distributor.

The Field Sales Rep of the Future

This free report highlights five practices firms are using to transition their field sales rep roles from being self-directed generalists to management-directed specialists.

Top 5 Mistakes Distributors Make with Vending

Learn how to avoid these common pitfalls distributors make with vending.

2018 Distribution Industry Outlook Highlights

Each year MDM provides an outlook of the state of the distribution industry based on reader surveys and data collected in partnership with Baird.

This PDF includes an overview of current economic conditions, expectations for 2018 and the top three trends to pay attention to in the year ahead.

2017 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

The lists are ranked in order of 2016 revenue size alone; no other factors were used to compile these lists.

Investment Banking Directory

The MDM Investment Banks in Distribution directory is a listing of firms with expertise in the wholesale distribution industry.