This MDM Premium piece from Redwood Advisors focuses on how your organization can develop a detailed customer segmentation methodology.
This piece by Redwood Advisors lays out the first key step to optimizing your distribution sales force: best-in-class customer segmentation.
With volume moderating across most distribution sectors, Tom Gale and James Dorn discuss sell-side, buy-side and program improvements to protect and improve profit.
Karthik Chidambaram explains what distributors can expect from integrating sales process automation and the risk of relying on old-school methods.
Randy Mercer discusses how a company’s ‘digital shelf’ impacts customers’ in-store shopping habits, and how to enhance the strategy behind it.
Nelson Valderrama discusses how CFOs can navigate market disruptions by reimagining pricing and inventory processes.
Lincoln Smith discusses how incentive programs can help lower your cost to serve amid a nationwide labor shortage.
Rather than scaling back the role of sales reps in the age of self-service, Kevin McGirl advises on how distributors can update their image in the buyer’s mind.
We polled distributors about how much pricing influenced last year’s revenue numbers. See the exclusive results and commentary here.
What is loyalty marketing? Lincoln Smith explains and makes a case for using incentive loyalty programs to bolster your revenue.
We chat with pricing expert Lee Nyari on the various factors distributors are working into their strategy — and how they are navigating the many pitfalls along the way.
Mike Hockett shares takeaways from an MDM SHIFT keynote session that addressed the burnout that is hindering distribution sales organizations — and what they can do about it.
