Delivering for Best-in-Class Wholesaler-Distributors
Mark Dancer, President of Channelvation, Inc., is a channel strategist and leading authority on digital transformation. He is also an NAW Institute for Distribution Excellence Fellow. You may reach Mark at mark.dancer@channelvation.com.

Are You More Than a Bump in the Road? – Distributors in the Digital Era #45

The battle for distribution of health care supplies is in the news these days. Amazon is courting buyers, attempting to grab share and potentially disrupt current buying practices. Health care is a huge market with unique dynamics. How all of this will shake out is anybody’s guess. However, an analysis from a channel perspective can [...]

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Distributors in the Digital Era #44

What Do Sharks Have to Do with Channel Innovation? – Distributors in the Digital Era #44

A digital vision and a proactive approach to developing new capabilities are absolutely essential for channel innovation. I was reminded of these critical requirements as I answered questions for Dr. Mathew Allen Woolsey, host of the Transformational Energy Leadership internet radio show. hbspt.forms.create({ portalId: "474413", formId: "6981f1fd-8ca8-4071-9214-23714a1e3d4e" }); Our session, Leading Through Transformational Channels, explored [...]

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Are Craft and Artisanal Channels on Your Radar?

Are Craft and Artisanal Channels on Your Radar? – Distributors in the Digital Era #43

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Distributor Leaders: Who Do You Keep Up at Night?

Distributor Leaders: Who Do You Keep Up at Night? – Distributors in the Digital Era #42

When asked what keeps him up at night, Secretary of Defense James “Mad Dog” Mattis responded, “Nothing. I keep other people up at night.”  Hmmm. Secretary Mattis’ answer throws down a gauntlet for distributor leaders—a challenge about what they offer as individual businesses, and importantly, how distributors act together as a channel. hbspt.forms.create({ portalId: "474413", [...]

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What Is Your Approach to Distributor-led Innovation?

What Is Your Approach to Distributor-led Innovation? – Distributors in the Digital Era #41

In my ongoing conversations with distributor leaders, I find that there is a growing need for a new mindset for competing in the digital age. One aspect of that mindset is to adopt and apply the principles of business model innovation. In my latest NAW Institute report, CEO Insights on Innovating the Distributor in the [...]

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The Key Word for 2018 Is Community

The Key Word for 2018 Is Community – Distributors in the Digital Era #40

What’s in a word? This is an essential question that often surfaces in discussions about Shakespeare and the modern contributions of his long-ago work. It is also a phrase that may have new meaning for distributors as they think about transitioning their business from long-standing traditions to competing through the use of digital tools and […]

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Striving to Become the Indispensable Partner

Striving to Become the Indispensable Partner – Distributors in the Digital Era #39

Over the last few weeks, I’ve been looking for threads and themes in my conversations with distributor leaders. In this post, I discuss new mindsets around partnering and becoming indispensable as a challenge for distributor leaders to think deeply about—a challenge that can help your business move forward in today’s changing markets. In the next […]

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Involve Your Staff in Creating a Culture of Innovation

Involve Your Staff in Creating a Culture of Innovation – Distributors in the Digital Era #38

Digital success requires leadership to recognize that the acquisition of technology is not a magic bullet. Achieving significant growth of sales and profits requires an inspired strategy enabled by technology. But more is needed. New results require new behaviors. One test of an effective strategy is the clear articulation of new behaviors that will lead […]

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Success Requires New Digitally Enabled Behaviors – Distributors in the Digital Era #37

More and more, I find that developing a capability plan for new digital competencies and business processes is a critical responsibility for distributor leaders. Many leaders still have much to learn about digital technology and the advantages it can create for their business. To reach the ultimate success from using digital tools requires that distributors […]

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Going Beyond the Basics of Digital Innovation – Distributors in the Digital Era #36

I am having many new conversations with distributor leaders now that my new research report, CEO Insights on Innovating the Distributor in the Digital Age, is published. This is always the case. I gather insights from many distributors as I research and write a new report, and then the report creates new discussions—some confirm my [...]

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