Delivering for Best-in-Class Wholesaler-Distributors

Risk Prediction and Mitigation Are the New Normal – Distributors in the Digital Era #78

The hard truth about the Coronavirus is that extreme, unexpected events are becoming an essential new requirement of effective supply chain planning. In the current crisis, distributors are doing the crucial work of delivering critical products to essential businesses. As the virus peaks, distributors will play a leading role in rebooting our economy. As industries [...]

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Sabotage Outsider Disruption by Turbocharging Communities – Distributors in the Digital Era #77

Distributors may avoid outsider disruption by being human, but only if they make concrete plans to work with customers where they live and work — in communities. A new mindset is required. Segmenting customers is about selling. Serving communities is about collaborating. Relationships are built on trust, and at its core, building trust is a [...]

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How Will You Win by Being Human? – Distributors in the Digital Era #76

“Technology is capable of doing great things. But it doesn’t want to do great things. It doesn’t want anything. That part takes all of us.” — Tim Cook, CEO, Apple I found Tim Cook’s insight on the promise and limitations of technology in an article by Gerd Leonhard with a critical message for distributors: “2020 [...]

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How to Succeed in a Customer-Driven Digital Value Chain – Distributors in the Digital Era #75

Are you ready to participate in a digital value chain driven by customer demands for the virtual ordering of products and services, which provides for instant transparency and ever-increasing benefits while at the same time lowering costs? In a recent Forbes article, George Bailey, Managing Director of the Digital Supply Chain Institute, predicts that new [...]

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What Is the Value of Being Local? – Distributors in the Digital Era #74

As distributors rush to put up e-commerce platforms that can sell anywhere and anytime without human interaction, they are reinventing their business as one that is digital, virtual and data-driven. But, like a retail mall decimated by online shopping, distributors have failed to reposition their most crucial core offering. Distributors are inherently local businesses staffed [...]

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How Can You Enable the Future of Business for Customers? – Distributors in the Digital Era #73

Our research for Innovate to Dominate: The 12th Edition in the Facing of Forces of Change® Series revealed a massive new opportunity for distributors: the future of business is up for grabs! Every customer of every distributor in every line of trade is working to understand how their business can survive and thrive in the [...]

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Welcome to the Age of B2B Innovation – Distributors in the Digital Era #72

Our research for NAW’s just-released Innovate to Dominate: The 12 Edition in the Facing the Forces of Change® Series revealed a powerful new opportunity for distributors — the future of business is up for grabs! There is a race to leverage technology and human-centric forces of change to help business customers reinvent how work is [...]

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An Open Letter to the Sons and Daughters of Distribution – Distributors in the Digital Era #71

This blog post is for the sons and daughters of distributors; it is food for thought for your Thanksgiving gatherings! Please help this go viral by sharing it on social media or any way you can! Use our hashtags #b2binnovation #innovatetodominate #distributorsrock The threat of disruption and the opportunity for digital transformation are coming to [...]

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Reboot the Real World and Win by Being Human – Distributors in the Digital Era #70

Over the last many years, distributors have faced down one challenge after another including the emergence of big-box retailers, disintermediation by manufacturers, the financial crisis of 2008 and more. Distribution survived because of the strength of their customer relationships and an ongoing commitment to gain efficiencies by investing in business systems and information technology. Faced [...]

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Do Your Customers Trust You to Provide Real-time Service? – Distributors in the Digital Era #69

In a recent Forbes article, “Moving Beyond On-Demand To The Real-Time Economy,” Kyle Jackson predicts, “In the near future, we’ll see the demand for instant gratification and access to information intensify even more. On-demand is no longer just a gimmick; it’s a reality. As the dust settles on these changes, a new real-time economy will […]

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