Delivering for Best-in-Class Wholesaler-Distributors

The Top Measure of CEO Success Is Developing Capabilities – Distributors in the Digital Era #32

Building strong digital capabilities is the best result that distributor CEOs can accomplish for their companies. While the future of customer buying habits, the impact of disruption in distribution-intensive value chains, and the actions of manufacturers cannot be predicted with certainty, distributor CEOs can put concrete programs in place to strengthen their digital capabilities. Combined with [...]

What Do Customers Want from a Digital Distributor? – Distributors in the Digital Era #31

Since my last blog post, I’ve had a few conversations with contractors that buy building products from distributors. They’ve yielded insights that resonated with my ongoing research as a Fellow with the NAW Institute for Distribution Excellence. They point to a few questions that all distributors should be asking of their customers as an input to their digital vision and plans for adopting [...]

NAW-You Can’t Beat Amazon by Acting Alone-Distributors in the Digital Era #30

You Can’t Beat Amazon by Acting Alone – Distributors in the Digital Era #30

I’m looking for ideas, questions, failures and stories about how distributors might compete in the digital age, defend their turf against disruptors like Amazon and offer customers new, innovative services. If you have any thoughts, please share them with me. My goal is to kick-start an active discussion of ideas among distributors and bring in innovation expertise to help distributors move [...]

NAW-Chairman’s Column: “Technology – Our Friend and Competitor”

Chairman’s Column: Technology – Our Friend and Competitor

I don’t think there is a distributor in the world who doesn’t think that technology is affecting their business and is something they have to address and embrace. I would also suggest that most distributors would say that they must have a specific technology strategy and invest more in this area than ever before, with even bigger investments planned in the future. We all understand that we [...]

NAW-Is Your Digital Vision Holding You Back?-Distributors in the Digital Era #29

Is Your Digital Vision Holding You Back? – Distributors in the Digital Era #29

In research conducted for our upcoming research report on digital progress and strategic solutions, we found that a clear majority (more than 70% in our online survey) of distributor CEOs were either confident or very confident in the strength of their digital vision. We are both encouraged and worried by that result.   On the plus side, in research conducted just over a year ago [...]

NAW-Developing a New Leadership Mindset - Distributors in the Digital Era #28

Developing a New Leadership Mindset – Distributors in the Digital Era #28

In our upcoming research report on digital progress and strategic solutions, we gathered insights from more than 100 distributor CEOs. We found that most could talk about their vision for the adoption and use of digital tools by their company, but there was also a dichotomy. Distributor leaders are confident in their digital vision, but only for now. They are concerned that a digital vision alone [...]

NAW-Are You Making the Necessary Capability Investments? - Distributors in the Digital Era #27

Are You Making the Necessary Capability Investments? – Distributors in the Digital Era #27

Across all of our research about getting results from digital investments, one essential requirement for success stands out: Successful use of digital tools requires proactive development of people and process capabilities. Digital tools change the way that work is done, and if a company’s people do not have the necessary knowledge and skills, guided by new methods for accomplishing critical [...]

NAW-Cloud Adoption for Distributors

Cloud Adoption for Distributors

In the past ten to fifteen years, Billion Dollar CIOs have been inundated with white papers, news articles, and discussions around “The Cloud.” Historically, distributors are not the first adopters when it comes to technology. As distribution firms are smack-dab in the middle of the supply chain, they need to evaluate every capital spend carefully and cannot rush into any [...]

August 3, 2017  |  By  NAW Staff
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NAW-Are Digital Tools Making Your Business More Competitive? - Distributors in the Digital Era #26

Are Digital Tools Making Your Business More Competitive? – Distributors in the Digital Era #26

Adopting and using digital tools are becoming an essential capability for achieving business results. Distributors in the lead have turned the corner on creating an actionable digital vision and are driving improved customer experiences and business profits. Many distributors are making significant investments and learning how digital tools can drive results for their business. Distributor [...]

NAW-Are You Facing a Crisis of Confidence with Your Suppliers?-Distributors in the Digital Era #25

Are You Facing a Crisis of Confidence with Your Suppliers? – Distributors in the Digital Era #25

Our ongoing research of distributor CEOs and manufacturers has revealed a troubling disconnect between distributors and their manufacturer partners. Findings are preliminary, but while distributors are confident about the strength of their digital vision, suppliers are not convinced. This “digital divide” is important, because if the value of distributors declines, manufacturers may diminish [...]

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