A holiday-shortened week was still busy for news in the industrial distribution market. A new Grainger COO and acquisitions for several of ID's Big 50 companies announced over the past couple days look to remain hot items heading into next week.
When sales numbers are down, simply telling your sales team to do more or to work harder only...
You can call “swing and a miss” as the parts customer leaves the store or hangs up without a...
Being a stranger to a customer will lead to them moving on to someone else. Johnstone Supply Regional Sales Manager Darrell Sterling discusses why customer contact must be continuous, and come in a variety of ways.
Recent statistics demonstrate that CRM is growing as a priority for technology investment for the rest of 2015 as B2B players expect deeper and more varied information on orders and accounts. Here's why a CRM application makes sense for everyone.
It's easy to think about customer service as a sum of its parts — the service you provide to your customer. But in my story, it’s scary to think about the impact of a customer service experience before I was even a customer.
Ever-popular sales best practices guru Paul Reilly made another big splash on ID this past week, along with contributing editor Jack Keough's discussion on Amazon Business. Fastenal also posted underwhelming May sales figures amongst its continued sales hiring push.
If you have a better product, you don’t need to be the cheapest. Yet salespeople and managers will have the same knee-jerk response to lower the price.
How many industrial distributors are adding or reducing staff, and in which areas? Find out here, as well as how well distributors rate themselves in terms of recruiting.
The enhancements include a customizable user experience to increase revenues, improve quote to order close rates, and accelerate brand loyalty.
Lawson Products President and CEO Michael DeCata explains how and why implementing Lean Six Sigma was a success at Lawson, and why it's a preferred solution to achieve consistent process improvement.
The results of our tech section survey questions seem to grow more salient over time, as the obvious impacts of the digital age become more evident to industrial distributors. Some pioneers are already on the cutting edge, while others are relatively varied in their progress.
In sales, probing and listening are the perfect diet for salespeople who want to excel in this profession. The good news is that these are skill sets, which means they can be taught and learned.
Industrial distributors have a largely unused tactical weapon with which to combat bid-and-buy practices, calls to do more with less, and demands for ever-lower pricing. It's called the dollar sign.
Three Big 50 companies populate the top items from the past 7 days on ID, while a pricing best-practices article leads the way.
Industrial Distribution's 2015 May/June issue features our 68th Annual Survey of Distributor Operations – an in-depth report highlighting critical issues for distributors with data to help drive business decisions. Other features include a distributor profile on United Distribution Group, Jack Keough's Closer Look at non-residential construction, and a Manufacturer's View on service value.
A surprisingly large number of companies still use simplistic pricing processes and cannot even identify their most profitable customers or customer segments. Here are the most common mistakes companies make when pricing their products and services.
On April 25, the ISA Convention kicked off with a Small MROP forum, where a 2015 market study revealed some interesting data about how small distributors and manufacturers of all sizes view the current and future role of small industrial distributors.
Customers are spending less time on the phone and road and more time on their computers shopping for the best deal. How can you provide extra value and separate yourselves from your competitors if your customers are shopping strictly online?
The industrial distribution market provided a bounty of news this week as a handful of distributors on ID's Big 50 List, along with several top manufacturers, released their quarterly earnings.
For salespeople to convince the cynics, they need to get past price. Getting past price means changing the conversation to total cost.
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.
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 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.
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.
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.
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.
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.
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