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.
NAW-Making Sense of Digital Tools – Distributors in the Digital Era #2

Making Sense of Digital Tools – Distributors in the Digital Era #2

Cutting Through the Fog by Recognizing That Success Begins at Home My ongoing conversations with distributors reveals, over and over again, that leaders are inundated with a flood of urgent pronouncements about the need to make investments and build digital capabilities. Experts and vendors proclaim that distributors must go online to keep up with rapidly [...]

Read More
Don’t Leave Your Digital Vision to Chance

Don’t Leave Your Digital Vision to Chance – Distributors in the Digital Era #1

Follow a Process – Don’t Leave Your Digital Vision to Chance It is important to follow a process. If you have one, use it. If not, use this one. Following a process will help ensure that your vision is not driven by a single point of view, that it works in the value chain and [...]

Read More
NAW-9 Questions Wholesaler-Distributors Should Ask About Their Digital Journey

9 Questions Wholesaler-Distributors Should Ask About Their Digital Journey

Digital tools are changing the way you and other wholesaler-distributors leverage information, run your operations, and create value. More than that, digital tools are changing the way your value chain works and how your competitors operate. Customers prefer to go online for all kinds of information because it is convenient. New online competitors are emerging [...]

Read More
NAW-6 Strategies for Competing with Disruptors

6 Strategies for Competing with Disruptors

Wholesaler-distributors are well aware that disruptors pose a strategic threat, and so are developing strategies to survive, compete, and prosper. Here are potential strategies for dealing with disruptors: It’s important to note that all of the strategies have a common thread: wholesaler-distributors must clearly define the solutions or services they offer customers delivered through a [...]

Read More
NAW-What Are Digital Tools: A Guide for Wholesaler-Distributors

What Are Digital Tools: A Guide for Wholesaler-Distributors

Wholesaler-distributors have a very strong awareness of digital tools, but, as of today, relatively low experience, on average. We found that we often needed to provide a simple working definition of the six digital tools that were the subject of our research, and we provide them here for clarity. E-commerce: buying and selling of products [...]

Read More
NAW-Top 10 Guiding Principles for Designing Your CRM Selection Process

Top 10 Guiding Principles for Designing Your CRM Selection Process

1. Pick a partner, not just a vendor. While it’s important to pick a CRM tool with appropriate features, it is also important to evaluate the CRM vendor’s business strategies and culture …. 2. Know your sales drivers. CRM delivers the best immediate value when it is aligned with the specific drivers that yield sales [...]

Read More
NAW-Why CRM Is Fast Becoming a Standard Business Practice and Essential Tool

Why CRM Is Fast Becoming a Standard Business Practice and Essential Tool

In my research for my book, Getting the Most Out of CRM, I found that the majority (61%) of wholesaler-distributors surveyed already use CRM in implementations that range from basic to advanced. If you’re looking for perspectives to get to a “go” decision for adopting CRM or expanding its use at your company, here are [...]

Read More
NAW-What Is Client Relationship Management or Customer Relationship Management (CRM)?

What Is Client Relationship Management or Customer Relationship Management (CRM)?

CRM can mean many things to wholesaler-distributors. It’s a software and sales automation tool, of course, but CRM can also be viewed as a strategy or process, depending on the business experience, technology affinity, and sales orientation of the wholesaler-distributors we encountered.  Looking for more Benefits of Adopting a Customer Relationship Management (CRM) Click here [...]

Read More
NAW-Top 10 Benefits of Adopting a Customer Relationship Management System (CRM)

Top 10 Benefits of Adopting a Customer Relationship Management System (CRM)

1. Manage customer contact information. Perhaps the most basic of benefits, CRM helps salespeople create and maintain a database of customer information from basic information about names and positions, to personal information about business goals, professional affiliations, and family members. 2. Manage sales pipeline or territory results. CRM has the potential to transform a salesperson [...]

Read More
NAW-7 Strategic Findings Regarding the Adoption and Use of Digital Tools

7 Strategic Findings Regarding the Adoption and Use of Digital Tools

We have identified seven strategic findings for wholesaler-distributors, especially for the leaders who will set visions, define goals, and drive execution: 1. Digital tools hold promise and peril for distributors. As intermediaries between customers and suppliers, distributors hold the knowledge, information, and data that drive the value chain. Digital tools can help harness those data [...]

Read More
ajax-loader