Delivering for Best-in-Class Wholesaler-Distributors
NAW-How to Build an Industry-Leading Sales Channel – Distributors in the Digital Era #3

How to Build an Industry-Leading Sales Channel – Distributors in the Digital Era #3

Some Distributors Will Soon Have Industry-Leading Sales Channels I’ve been looking at how channel disruptors, including both incumbent distributors and outside players, might restructure distribution-intensive value chains. A few predictions are emerging, including one that is worth discussing now: Distributors will soon build world-class, industry-leading sales channels. Some distributors might think they have already achieved [...]

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NAW-Making Sense of Digital Tools – Distributors in the Digital Era #2

Making Sense of Digital Tools – Distributors in the Digital Era #2

Cutting Through the Fog by Recognizing That Success Begins at Home My ongoing conversations with distributors reveals, over and over again, that leaders are inundated with a flood of urgent pronouncements about the need to make investments and build digital capabilities. Experts and vendors proclaim that distributors must go online to keep up with rapidly [...]

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Don’t Leave Your Digital Vision to Chance

Don’t Leave Your Digital Vision to Chance – Distributors in the Digital Era #1

Follow a Process – Don’t Leave Your Digital Vision to Chance It is important to follow a process. If you have one, use it. If not, use this one. Following a process will help ensure that your vision is not driven by a single point of view, that it works in the value chain and [...]

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