Delivering for Best-in-Class Wholesaler-Distributors
NAW-9 Questions Wholesaler-Distributors Should Ask About Their Digital Journey

9 Questions Wholesaler-Distributors Should Ask About Their Digital Journey

Digital tools are changing the way you and other wholesaler-distributors leverage information, run your operations, and create value. More than that, digital tools are changing the way your value chain works and how your competitors operate. Customers prefer to go online for all kinds of information because it is convenient. New online competitors are emerging [...]

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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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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 [...]

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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 [...]

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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 [...]

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NAW-Your One-Two Punch for Digital Competitiveness

Your One-Two Punch for Digital Competitiveness

In today’s fast-changing markets, the adoption and use of digital tools are helping wholesaler-distributor executives position their companies for increased profits through superior customer experiences and differentiated, productive, and efficient services. Success is about having a digital strategy and following through with smart execution. It’s about knowing where to go … and how to get [...]

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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. Step 1: Define Your Core Value 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 (transactions vs. interactions). It’s [...]

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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 [...]

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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 [...]

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