Delivering for Best-in-Class Wholesaler-Distributors
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 or services conducted over the Internet or other [...]

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 or profits for each wholesaler-distributor’s challenges and [...]

NAW-What Challenges Are Distributors Facing?

What Challenges Are Distributors Facing?

There are unprecedented challenges facing wholesale distribution companies. What can you do to meet them? More and more wholesale distribution executives have recognized an urgent need to take positive action. But the driving factors are not entirely new. The industry has often struggled to understand and adapt to macroeconomic forces such as globalization, accelerating product life cycles, and [...]

September 1, 2016  |  By  NAW Staff
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NAW-The Mini-Huddle Culture

The Mini-Huddle Culture

Author Jim Ambrose says Fundamental 3 in 5 Fundamentals for the Wholesale Distribution Branch Manager, Second Edition is called “Team Building and Problem Solving” and it’s all about the power of the people engaged in the branch business to solve problems on their own. The mini-huddle concept is a quick and easy tool for branch leaders to use to get people engaged and aligned with the [...]

August 25, 2016  |  By  NAW Staff
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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 five strategic findings that may help you: Distribution leaders [...]

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 to receive [...]

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 [...]

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 and [...]

NAW-Top Concerns Distributors Have About Adopting Customer Relationship Management – CRM

Top Concerns Distributors Have About Adopting Customer Relationship Management – CRM

We found that wholesaler-distributors that have not adopted CRM are cautious, seeking greater assurance that their investments of time and cash will deliver results for their businesses. Few distributors reject the premise that there is a fundamental need for automation of the sales management process, much as automation has improved other aspects of their business. Despite wariness expressed [...]

NAW-6 Customer Buying Behaviors in the Era of Digital Tools

6 Customer Buying Behaviors in the Era of Digital Tools

We asked wholesaler-distributors to share their views on evolving customer buying behavior in light of e-commerce and other digital tools, and then we organized responses into six common descriptions, as shown below. These findings are a starting point for each distributor to understand its own customers and for beginning to develop strategies for a new or upgraded customer experience.Customers [...]

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