Delivering for Best-in-Class Wholesaler-Distributors
NAW-Analytics for the Wholesaler-Distributor - Wholesale Distribution Trends #8

Analytics for the Wholesaler-Distributor – Wholesale Distribution Trends #8

The amount of data being produced today is increasing exponentially, and technology is allowing companies to analyze massive amounts of that data to garner new insights about customers and themselves. In many cases, the analysis and insights can be used to generate new forms of differentiation that can be used to disrupt existing markets. For example, Amazon has gained a patent for what it calls [...]

NAW-Digital Commerce - Wholesale Distribution Trends #7

Digital Commerce – Wholesale Distribution Trends #7

In many ways, technology is at the center of our business and personal lives as software and devices become less expensive, easier to access, and more necessary for a wide range of functions. We start our days with devices that monitor our steps and track our caloric intake, phones that keep track of appointments, and the list goes on. It is no different for wholesaler-distributors, for whom [...]

NAW-Leveraging the Changing Workforce - Wholesale Distribution Trends #6

Leveraging the Changing Workforce – Wholesale Distribution Trends #6

Many business leaders assume that the difference between the Millennial and Baby Boomer generations is an unbridgeable chasm thanks to differences in technology acceptance, personal values, workplace expectations, and work–life experience. In between these generations sit the Gen Xers, who represent the upcoming leadership generation. These three forces are converging to create one of the most [...]

NAW-Using Mergers and Acquisitions as a Disruptive Force - Wholesale Distribution Trends #5

Using Mergers and Acquisitions as a Disruptive Force – Wholesale Distribution Trends #5

In today’s disruptive world, providing great service and understanding customers are critical to avoiding disruption. But if a business wants to avoid becoming irrelevant or marginalized, it can’t stand still, nor can it assume that its competition is doing so. A strong business will constantly assess its competitors’ capabilities and value propositions, asking what those companies are [...]

Leveraging Relationships in a Customer-Centric World

Leveraging Relationships in a Customer-Centric World – Wholesale Distribution Trends #4

Some of the most turbulent seas wholesaler-distributors encounter today come from their relationships with customers and suppliers. The disruptive forces discussed in previous blogs permeate these relationships, contributing to the changing face of the industry. Although this discussion primarily focuses on customer relationships, many of its tenets apply to supplier interactions as well. [...]

NAW-Branding and Image: Distributors as Service Providers - Wholesale Distribution Trends #3

Branding and Image: Distributors as Service Providers – Wholesale Distribution Trends #3

When a customer, prospect, or supplier hears your company’s name, what is the first thought that enters his or her mind? How well does it match what you would like it to be? In general, the wholesale distribution industry has spent less time and effort in developing brand awareness than retailers, consumer packaged goods companies, manufacturers, and banks. However, this trend is [...]

NAW-Unpacking the 6 Disruptive Forces in Wholesale Distribution - Wholesale Distribution Trends #2

Unpacking the 6 Disruptive Forces in Wholesale Distribution – Wholesale Distribution Trends #2

In the first article of the Wholesale Distribution Trends series, six disruptive forces that are shaping the wholesale distribution marketplace were introduced: business disruption process disruption people disruption technology disruption mergers and acquisitions disruption government regulations disruption. Understanding how these forces may affect wholesale distribution [...]

NAW-Wholesale Distribution at a Watershed Moment - Wholesale Distribution Trends #1

Wholesale Distribution at a Watershed Moment – Wholesale Distribution Trends #1

The wholesale distribution industry is at a watershed moment. Technological advances are creating massive upheavals, with industries converging, new forms of competition surfacing, and new business models emerging as never before. Wholesaler-distributors must navigate these uncharted waters and position their organizations to prosper in this disruptive age—a time when distributors are being [...]

NAW-10 Tips for Distributors in Building Customer Relationships

10 Tips for Distributors in Building Customer Relationships

Since building and maintaining personal, professional relationships is so critical to your selling success in wholesale distribution, here are 10 tips for doing just that. The tips emphasize the activities and practices that can help you build the right kind of relationships with your customers. Though specific practices such as these can be helpful and effective tools, the basic principle [...]

September 29, 2016  |  By  NAW Staff
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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 [...]

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