Delivering for Best-in-Class Wholesaler-Distributors
NAW-3 Reasons Why Successful Distributors Adopt CRM

3 Reasons Why Successful Distributors Adopt CRM

In writing my book, Getting the Most Out of CRM, I asked distributors to describe the rational for their “go” decision to adopt Customer Relationship Management (CRM), and they gave me three: 1. Adopt it because it’s the right thing to do Even if a wholesaler-distributor can’t envision how CRM will immediately improve the performance of salespeople, there is a nearly universal [...]

NAW-3-Step Process for Developing a Value Strategy

3-Step Process for Developing a Value Strategy

Here’s a three-step process for developing a value strategy for leveraging information, improving productivity, and positively affecting a wholesaler-distributor’s business results.Our interviews with wholesaler-distributors revealed fundamental decisions around the range of solutions offered to customers (supply-focused vs. business-wide) and productivity or relationship tradeoff s [...]

NAW-12 Benefits of Digital Tools Identified by Distributors

12 Benefits of Digital Tools Identified by Distributors

Digital tools: 1. Strengthen the firm’s offerings 2. Provide a platform for competitive differentiation 3. Enhance solutions offered to customers 4. Help to expand the base of served customers 5. Better the customer experience 6. Capture value through margins and growth 7. Assist to improve business process quality and efficiency 8. Enrich organizational collaboration and culture 9. [...]

NAW-How to Compete with Internet-savvy Distributors

How to Compete with Internet-savvy Distributors

Gearing up to compete with Internet-savvy disruptors involves three planning priorities: 1. Measurable importance. Take a fresh look at customers that may be migrating away from your business, and make sure that your offerings are important to those customers. Then, measure the value in the difference it makes in the customer’s business. These customers may have purchased from you because [...]

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