Delivering for Best-in-Class Wholesaler-Distributors
Mark Dancer founded the Network for Business Innovation to drive awareness, advocacy and excellence for B2B innovation, and to enable an exchange of ideas between leaders on business transformation, technology adoption, social impact and community engagement. For more than 30 years, Mark has worked with leading companies to achieve go-to-market excellence across a wide range of industries in developed and emerging markets.

How Can You Enable the Future of Business for Customers? – Distributors in the Digital Era #73

Our research for Innovate to Dominate: The 12th Edition in the Facing of Forces of Change® Series revealed a massive new opportunity for distributors: the future of business is up for grabs! Every customer of every distributor in every line of trade is working to understand how their business can survive and thrive in the [...]

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Welcome to the Age of B2B Innovation – Distributors in the Digital Era #72

Our research for NAW’s just-released Innovate to Dominate: The 12 Edition in the Facing the Forces of Change® Series revealed a powerful new opportunity for distributors — the future of business is up for grabs! There is a race to leverage technology and human-centric forces of change to help business customers reinvent how work is [...]

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An Open Letter to the Sons and Daughters of Distribution – Distributors in the Digital Era #71

This blog post is for the sons and daughters of distributors; it is food for thought for your Thanksgiving gatherings! Please help this go viral by sharing it on social media or any way you can! Use our hashtags #b2binnovation #innovatetodominate #distributorsrock The threat of disruption and the opportunity for digital transformation are coming to [...]

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Reboot the Real World and Win by Being Human – Distributors in the Digital Era #70

Over the last many years, distributors have faced down one challenge after another including the emergence of big-box retailers, disintermediation by manufacturers, the financial crisis of 2008 and more. Distribution survived because of the strength of their customer relationships and an ongoing commitment to gain efficiencies by investing in business systems and information technology. Faced [...]

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Do Your Customers Trust You to Provide Real-time Service? – Distributors in the Digital Era #69

In a recent Forbes article, “Moving Beyond On-Demand To The Real-Time Economy,” Kyle Jackson predicts, “In the near future, we’ll see the demand for instant gratification and access to information intensify even more. On-demand is no longer just a gimmick; it’s a reality. As the dust settles on these changes, a new real-time economy will […]

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NAW’s “Innovate to Dominate” Is Your Essential Roadmap for Innovation – Distributors in the Digital Era #68

I am very excited to announce that Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series will soon be ready to preorder from NAW. If you want to be at the head of the line to preorder Innovate to Dominate, submit this form. For more than a year, our research [...]

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Winning with Artificial Intelligence Requires the Right Knowledge – Distributors in the Digital Era #67

In my research for Innovate to Dominate: The 12th Edition in the Facing the Forces of Change® Series, which is coming to you in November, many of my conversations with distributors were about one of the hottest forces of change — artificial intelligence. Often, distribution leaders talked about artificial intelligence as a software solution that distributors [...]

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Can You Innovate If Your Employees Don’t Believe You Can? – Distributors in the Digital Era #66

In my research for Innovate to Dominate, the next edition of the Facing the Forces of Change® series to be published in November, I found that distributor leaders understand that culture plays an essential role in determining a distributor’s ability to innovate. Active innovation cultures support innovation efforts by generating new ideas and embracing change [...]

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What Will Suppliers Want in the Digital Age? – Distributors in the Digital Era #65

In my research for Innovate to Dominate, the 12th edition in NAW's Facing the Forces of Change® series that will be published in November, I had many conversations with distributors about what suppliers will want from distributors in the digital age. I also asked suppliers. For the most part, I found that suppliers want what [...]

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Doing Business as Humans for Humans – Distributors in the Digital Era #64

As business goes virtual in the digital age, distributors can carve out a dominant, differentiated position by redefining what it means "to do business as humans for humans." It's not that distributors should refuse to do business online. Distributors must embrace offering virtual service for customers. But, the most potent roles for distributors going forward [...]

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