Delivering for Best-in-Class Wholesaler-Distributors
NAW-Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10

Digital Sales Builds on Inside Sales Expertise -Distributors in the Digital Era #10

As a channel, Digital Sales is a new concept, best practice, or essential capability, depending your level of progress toward building a digital vision and enabling your sales team. When fully deployed, a digital sales channel is built around the creative use of what is traditionally known as inside sales, powered by a full suite [...]

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NAW-5 Essentials for Improving Your Channel Management-Distributors in the Digital Era #9

5 Essentials for Improving Your Channel Management – Distributors in the Digital Era #9

Our conversations with distributor leaders conducted for our most recent book, Getting Results From Your Digital Investments, revealed an interesting trend: As value chains evolve to adopt and use digital tools, channel management is becoming a new and essential competency for wholesaler-distributors. Digital tools are allowing distributors to reimagine their business–from acting as a channel [...]

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NAW-How Competency Models Give You a Competitive Advantage-Distributors in the Digital Era #7

Take a Gut Check on Your Digital Vision – Distributors in the Digital Era #8

Since starting to blog about getting results from digital tools and becoming a digital distributor, I’ve had many conversations with distribution leaders that go to whether or not a leader has a digital vision for his or her company. Often, we disagree … but that doesn’t really matter. What matters is how digital visions stand [...]

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NAW-How Competency Models Give You a Competitive Advantage-Distributors in the Digital Era #7

How Competency Models Give You a Competitive Advantage – Distributors in the Digital Era #7

Often the most important barrier for implementing a digital vision is developing the people skills required in your organization. Distributors might decide to hire their way to success, but bringing in outside people can be very disruptive, particularly when done in large numbers. Worse, incumbent employees may feel that they have been passed over. Developing [...]

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NAW-Why Data Sharing Leads to Better Value for Customers–Distributors in the Digital Era #6

Why Data Sharing Leads to Better Value for Customers – Distributors in the Digital Era #6

With the adoption and use of digital tools by wholesaler-distributors, new possibilities for working with suppliers are becoming possible. Truth be told, the partnership between manufacturers and distributors has always been a kind of love–hate relationship. Distributors need products to sell, and manufactures need access to their customers. But, the threat of disintermediation by manufacturers [...]

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NAW-Forget Strategy. Look for Inspiration From Your Customers – Distributors in the Digital Era #5

Forget Strategy. Look for Inspiration From Your Customers – Distributors in the Digital Era #5

Over the years of working with wholesaler-distributor leaders, I have often heard that leaps of progress around the use of digital tools happen when things just click. Some distributors have used the phrase “aha moments” to describe these situations. Sometimes, they happen in the middle of a planned, sustained effort to adopt and use digital [...]

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NAW-Digital Tools Were a Hot Topic at NAW 2017 Executive Summit – Distributors in the Digital Era #4

Digital Tools Were a Hot Topic at NAW 2017 Executive Summit – Distributors in the Digital Era #4

I had the pleasure of attending the NAW 2017 Executive Summit earlier this month in Washington, DC. This year’s theme promised to speak to many of the challenges faced by distributors today: a tough economy, advancing technology, rapidly changing customer requirements, shifting demographics, and tight margins. I found the program and presentations excellent, offering fresh [...]

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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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