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Changing The Customer Conversation To Total Cost

April 17, 2015 9:15 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

For salespeople to convince the cynics, they need to get past price. Getting past price means changing the conversation to total cost.

How Can Maintenance Supervisors Boost Their Team’s Productivity?

April 16, 2015 12:41 pm | by Joel Levitt, Life Cycle Engineering | Articles | Comments

When managers don't fill up a maintenance supervisor's day with paperwork, they are at their...

4 Actionable Tactics To Accelerate Career Success

April 14, 2015 1:40 pm | by Vivian Ciampi, Principal at Professional Coaching, LLC | Articles | Comments

Executive coach and Harvard Business School education department coach Vivian Ciampi provides...

5 Safety Lessons Learned From The Titanic

April 14, 2015 12:00 pm | by Mandy Savage, Graphic Products | Articles | Comments

Today, April 15th, marks the 103rd anniversary of the Titanic sinking. Here are five lessons...

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Distribution Business Lessons From Severe Weather

April 14, 2015 7:48 am | by Vic Ricci, Executive Vice President, Dotcom Distribution | Articles | Comments

For logistics providers that depend on routine patterns, the swift and disastrous effects of severe weather can be particularly jarring. Here are a few of the strategies that Dotcom Distribution has learned for weathering even the worst storms.

How Cloud Enables And Supports The Lean Warehouse

April 9, 2015 2:38 pm | by Sid Geddam, Vice President & General Manager, Warehouse Management Systems at NetSuite | Articles | Comments

Sid Geddam of NetSuite discusses three factors that should be top of mind so that the lean warehouse can change, grow, and help enable shifts in a company’s expanding business.

Managing Supply Risk For Distributors

April 9, 2015 8:33 am | by Lisa Russell, Industry and Solution Strategy Director, Infor Distribution | Articles | Comments

As distributors continue to enhance services to customers to remain competitive in today’s market, constant diligence is necessary to maintain a streamlined and efficient supply chain that is resistant to disruption.


Why And How You Should Conduct A Waste Audit

April 6, 2015 9:31 am | by Michael Wilson, Vice President of Marketing, AFFLINK | Articles | Comments

Whether a waste audit is relatively simple or comprehensive, distributors can use it to achieve goals of financial savings, enhanced efficiencies, and an improved standing in the community, among others.

Tips For Shooting Sales Videos

April 2, 2015 9:00 am | by Jim Pancero, President of Jim Pancero Inc. | Articles | Comments

So you’ve decided to incorporate video into your selling methods. Before you press record, check out these tips from sales guru Jim Pancero, president of Jim Pancero, Inc., to make your videos the best they can be.

How Distributors & Manufacturers Can Partner To Grow Sales, Value-Added Service

March 30, 2015 8:00 am | by Gary Nuttall, President, Gray Tools Canada | Articles | Comments

Gary Nuttall, President of Gray Tools Canada, provides four examples of how distributors can take advantage of their suppliers’ capabilities to foster closer relationships, which in turn will make them more relevant to their customers.

Turn On Your Sales Radar

March 30, 2015 8:00 am | by Tom Reilly, | Articles | Comments

Being perceptive is a necessary competency for sales success, as many opportunities salespeople pursue are not immediately apparent. Here are some ideas to help you develop a sales radar.

How Does A Distributor Keep A Competitive Sales Edge?

March 27, 2015 8:00 am | by Jim Pancero, President of Jim Pancero Inc. | Articles | Comments

How does one stand out from the pack when competing against independent distributors, wholesalers, and AmazonSupply? Industry veteran and sales guru Jim Pancero shares his thoughts on the keys to staying ahead of the curve.


Should All Industrial Distributors Be Using Social Media?

March 26, 2015 8:15 am | by Mike Hockett, Associate Editor | Articles | Comments

Social networks have been around nearly a decade, but industrial distributors are only recently joining in. Is it appropriate for you? ID spoke with Dr. Kathryne Newton, Dean of University of Innovative Distribution and professor at Purdue University, to get her thoughts on the matter.

How Do You Turn A Box Into A Business?

March 25, 2015 10:12 am | by NetSuite | Videos | Comments

Long-time NetSuite customer EcoBox shares the story of their journey to build a successful, growing distribution company out of boxes, new and used.

The Importance Of Video For Industrial Distributors

March 25, 2015 8:15 am | by Darrell Sterling, Johnstone Supply Regional Sales Manager | Articles | Comments

If a picture is worth 1,000 words, then what is a video worth? How do you incorporate videos into your business to aid with sales? Here some places to start.

Five Fears Preventing Continuous Improvement

March 24, 2015 11:03 am | by Joakim Ahlstöm | Articles | Comments

When fears are prevalent, openness and creativity are replaced by ‘watching your back’ and ‘looking good,’ and when those drive you, you will never truly succeed.

Is Your Sales Force On The Right Track?

March 24, 2015 8:50 am | by Steve Deist, Partner, Indian River Consulting Group | Articles | Comments

The near-term financial rewards of transitioning to a market-driven sales force can be substantial. The longer-term impact may be even more important: a sustainable model that supports ongoing productivity improvement and is far more adaptable to the future.


ID's Top 5 Of The Week

March 20, 2015 10:20 am | by Mike Hockett, Associate Editor | Blogs | Comments

This week's top items included articles on the sales front and a discussion on why distributors should look to grow through the oil & gas market, announcements from Fastenal and Interline Brands, and Affiliated Distributors news.

VMI: A Custom Approach To Your Customer

March 20, 2015 8:25 am | by Anna Wells, Executive Editor | Articles | Comments

A look at vendor managed inventory today, and how distributors are creating more business benefits through an individual, creative approach.

How Small Employers Can Find Great Health Insurance They Can Afford, Pt. 2

March 19, 2015 8:00 am | by Phillip Perry | Articles | Comments

The Affordable Care Act is both helping and hindering small businesses. Here are some tips on finding an affordable plan that's right for your business.

Distributor Profile: John Day Company

March 19, 2015 8:00 am | by Mike Hockett, Associate Editor | Articles | Comments

Family-owned, 106-year-old John Day Company hasn’t flinched as wholesale industrial suppliers have encroached on the Omaha, Nebraska region in recent years as a myriad of value-added services keep it going strong.

How Small Employers Can Find Great Health Insurance They Can Afford, Pt. 1

March 18, 2015 8:21 am | by Phillip Perry | Articles | Comments

The Affordable Care Act is both helping and hindering small businesses. Here are some tips on finding an affordable plan that's right for your business.

Industrial Distributors Should Look To Grow Through Oil & Gas Market

March 18, 2015 8:21 am | by Lisa Russell, Industry and Solution Strategy Director, Infor Distribution | Articles | Comments

As huge capital investments continue to be made in this market, distributors can look to capitalize on the industry’s exponential growth to facilitate their own profitability and expansion.

March 31 Webinar: Transitioning Your Distribution Business to an Online World

March 17, 2015 3:02 pm | by Industrial Distribution Staff | Events

Join us for this free, educational webinar, where our panel of experts will discuss: Ways distributors are currently utilizing technology and supplier partners to improve their online presence; How e-commerce has changed the training and function of customer service and salespeople; And the top considerations that should go into developing e-commerce functionality, based on the latest online and customer trends. 

2015 BSA Convention May 2-5

March 17, 2015 2:53 pm | by Brian Negri, Jamaica Bearings Co. President, BSA President | Events

Bearings Specialist Association and Jamaica Bearings President Brian Negri previews the 49th annual BSA Convention, held May 2-5 in Amelia Island, FL. The theme of this year's convention is "Relationships Matter."

2015 NAHAD Convention - April 23-27

March 17, 2015 2:46 pm | by NAHAD | Events

NAHAD hosts the only worldwide event dedicated to serving hose distributors, manufacturers and suppliers.

ISA Convention - April 25-27

March 17, 2015 2:39 pm | by ISA | Events

ISA's annual convention is a must-attend event for distributors, manufacturers/suppliers, industrial manufacturer representatives and service providers in the Maintenance, Repair, Operations and Production Industry.

March Madness Could Cost Employers Nearly $2 Billion

March 16, 2015 3:34 pm | by Mike Hockett, Associate Editor | Blogs | Comments

With March Madness now in full swing, workplaces will lose time and money due to employees filling out brackets, checking scores, and watching games during work hours over the next few weeks, especially this Thursday and Friday.

Sales: How To Get Past The Gatekeeper

March 16, 2015 10:24 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

The gatekeeper is the first line of defense for the decision maker and the salesperson’s first line of resistance. Here are seven tips to help you open up the gates.

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