The MROP supplies distributor has built a service-first sales culture that rejects transactional selling in favor of long-term customer value. The third part of our Stellar deep dive explores how that philosophy shapes its sales...
Vendor costs are shifting weekly, but most distributors are still updating them manually — and bleeding margin with every delay. With a racing analogy throughout, this piece argues that manual cost updates are no longer...
Special pricing agreements are a major margin lever for distributors — yet many leave money unclaimed due to data mismatches, rising complexity and reactive processes. The third and final article in this series outlines common...
Many distributors believe they collect 100% of the special pricing agreement profit margin they claim. The real question is different: Are you claiming everything you’re entitled to? The second of this three-part deep dive series...
AI can make room for the human connection that actually wins business. Read how artificial intelligence in distribution can reengineer highly manual processes into ones that are faster, more accurate, and yes, more human.
For many distributors, Special Pricing Agreement management has become an administrative burden to survive, not something to optimize. The first of this three-part article series explores how SPAs represent hidden margin for distributors and a...
As data centers demand nearly $7 trillion in infrastructure investment by 2030, electrical distributors are making strategic bets — from major facility expansions to new leadership roles. See how distributors are looking to capture their...
Account managers have long been seen as essential. But in many cases, they’re unintentionally creating friction instead of removing it. This piece opines why the role works for only a small subset of customers —...
As inflation cools, many CEOs are easing off pricing discipline — a costly mistake. This article explores how “pricing anxiety” paralyzes even top performers; why most pricing transformations fail; and what decisive actions leaders must...
How many times has your team discussed “fixing our contract pricing process” without defining what systematic contract governance actually looks like? The second of this two-part series covers what the renovation process for contract pricing...
Your contract pricing structure may hide significant costs. It might be time to redo yours. Anyone who’s done a home renovation knows it takes forever. Updating your contracts pricing is kind of like that, but...
LGG Industrial, a distributor of fluid handling, material conveyance and sealing solutions, overhauled its sales operation.
