In 2021 planning, move beyond the traditional ways of doing things and embrace the new normal – especially if you want to grow.
The market appears to be experiencing a quicker turnaround from the pandemic-induced downturn than originally expected.
Indian River Consulting Group’s Mike Marks argues that sales transformation cannot happen for a distributor without releasing these long-held beliefs.
Bringing your sales and marketing teams together on customer communications and interactions is a great way to ensure you are capturing a broader picture of what clients are going through right now.
How distributors can assess whether or not implementing a published Minimum Order Size (MOS) policy makes sense when considering both company and market dynamics.
Marketing and sales make a powerful team when working together.
The B2B distribution business is dealing with plant shutdowns, supply chain disruptions and a whole new way of doing business. Rocket Industrial navigated both an ERP upgrade and automation of its AR/AP with a clear...
The last few times a customer told you they found a lower price on a product at one of your competitors, how often did you lower your price in response?
As we usher in the next year and decade, its timely to take a hard look at your own definition of value and whether its kept up with the changes in your customer segments, suppliers...
Play the role of a critical customer, focusing on availability, urgency, reliability, accuracy and individual SKU characteristics.
As we approach the next decade, this industry is at an inflection point from a melting pot of trends that have been boiling over into more sectors of distribution.
In MDMs 2019 Market Trends survey, we asked the industry to share whats on your mind as we head into 2020. The start of a new decade is carrying some old concerns with it, namely...
