Delivering for Best-in-Class Wholesaler-Distributors
NAW-Distribution Needs Its Business Leaders to Be Politically Engaged

Chairman’s Column: Distribution Needs Its Business Leaders to Be Politically Engaged

Regardless of which way you voted, I think we can all agree that the 2016 federal election proved the power of engagement by individuals and organizations that weren’t as politically active in the past. You could also argue that the 2008 election of President Obama was similar, although significantly different individuals and organizations got involved during his first election. I share this [...]

NAW-Create New Value That Is Measurable, Meaningful and Unmatched-Distributors in the Digital Era #19

Create New Value That Is Measurable, Meaningful and Unmatched – Distributors in the Digital Era #19

When you decide to acquire and adopt a digital tool, it is the beginning of a process, not the end. Getting results from digital investments requires you to focus on building capabilities. Without equal investment and smart coordinated planning around people, processes and digital tools, your company will fail to reap the benefits of its investments. Even worse, you’ll fall behind your [...]

NAW-Where Does Social Media Fit Within Your Business?-Distributors in the Digital Era #18

Where Does Social Media Fit Within Your Business? – Distributors in the Digital Era #18

Among all digital tools, many distributors are most skeptical about the practical benefits that their business can achieve using social media. E-commerce platforms are necessary to intercept customer buying preferences and to keep pace with disruptive channels. Advanced analytics can identify opportunities and reduce inefficiencies. CRM and marketing automation tools help track progress with [...]

NAW-Modern Innovative Distribution Strategies

Modern Innovative Distribution Strategies

Modern Innovative Distribution Strategies In today’s distribution landscape, firms are getting pressure from every angle. Customers are demanding that distributors provide value-added services, lower cycle time, higher inventory turns not to mention rebates and discounts. Suppliers, on the other hand, are asking the distributors to push inventory, have direct channels to customers, and every [...]

May 31, 2017  |  By  NAW Staff
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NAW-Innovation Turns the Table on Amazon-Distributors in the Digital Era #17

Innovation Turns the Table on Amazon – Distributors in the Digital Era #17

Distributor leaders are rightly concerned that disruptive online marketplaces like Amazon are attracting customers and winning business. Many are seeking to implement state-of-the-art e-commerce platforms to have a shot at competing on a disruptor’s terms. There is another path, one that involves offering new value for customers that is not offered by disruptors. This path is often about [...]

NAW-Are You Calling the Right Plays for Sales Success?-Distributors in the Digital Era #16

Are You Calling the Right Plays for Sales Success? – Distributors in the Digital Era #16

More and more of the time, winning at sales is not about hiring experienced salespeople and letting them do the things that have always made them successful. Rather, it’s about working together as a team, identifying the sales activities that are essential for achieving your unique goals, leveraging digital tools to help salespeople execute those activities, and adopting a culture of [...]

NAW-Digital Progress Requires Reinvented Channel Partnerships -Distributors in the Digital Era #15

Digital Progress Requires Reinvented Channel Partnerships – Distributors in the Digital Era #15

In my conversations with leaders, I frequently find that distributors and manufacturers are adopting and using digital tools for their own benefit, but are not sharing their accomplishments and plans with each other. This reality is bad for both partners, because it can lead to distrust and declining commitment to long-standing partnerships.   The way forward is for both partners [...]

NAW-Inside Sales Teams Drive Excellent Customer Experience-Distributors in the Digital Era #14

Inside Sales Teams Drive Excellent Customer Experience – Distributors in the Digital Era #14

Your inside sales team offers unique and powerful ways to align your customer services and solutions with the new ways your customers are operating in today’s highly competitive markets. In part, this is because inside sales teams, by their nature, work through digitally-enabled and virtual processes that are very much in line with customer expectations for help that is fast, efficient, [...]

NAW-Leave Your Distribution Comfort Zone and Stop Commoditizing Your Business

Leave Your Distribution Comfort Zone and Stop Commoditizing Your Business

Something is eating at the heart of strong legacy B2B supply and distribution systems and it isn’t just a hangover from the tough recessionary economy of the mid 2000s. Commoditization is escalating, margins are declining, new product innovations are finding it hard to reach early adopters, brand equity is deteriorating, suppliers and distribution partners are achieving less collaboration, and [...]

NAW-Inside Sales Teams Improve Profits and Grow Sales-Distributors in the Digital Era #13

Inside Sales Teams Improve Profits and Grow Sales – Distributors in the Digital Era #13

If you aren’t looking to add or expand to your inside sales team, you are missing a proven opportunity for driving sales and profits. Inside sales teams are fully capable to generate leads, sell technical products and manage high-value accounts. These are the lessons I learned last week at the American Association of Inside Sales Professionals Leadership Summit. Here are five key findings [...]

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