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ID's Top 5 Of The Week

July 2, 2015 9:24 am | by Mike Hockett, Associate Editor | Airgas, Grainger, Emerson Power Transmission | Blogs | Comments

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.

Restoring Morale In A Struggling Sales Team

June 26, 2015 8:00 am | by Kevin Daley, CEO, | Blogs | Comments

When sales numbers are down, simply telling your sales team to do more or to work harder only...

The Lost Sale: Recording Your Disappointment

June 19, 2015 8:50 am | by Toyota Equipment | Blogs | Comments

You can call “swing and a miss” as the parts customer leaves the store or hangs up without a...

ID's Top 5 Of The Week

June 19, 2015 8:45 am | by Mike Hockett, Associate Editor | Blogs | Comments

A UPS market study of industrial distributors' buying behavior led the way over the past seven...

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The Key To Surviving In Sales: Constant Contact

June 16, 2015 8:21 am | by Darrell Sterling, Regional Sales Manager, Johnstone Supply | Articles | Comments

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.

The Evolving Role Of CRM: Why Distributors Are Shifting Focus To Marketing

June 11, 2015 11:11 am | by Lisa Russell, Industry & Solution Strategy Director, Distribution, Infor | Articles | Comments

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.

Date Night: A Customer Service Story

June 11, 2015 8:03 am | by Anna Wells, Executive Editor | Blogs | Comments

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.


ID's Top 5 Of The Week

June 5, 2015 9:49 am | by Mike Hockett, Associate Editor | Blogs | Comments

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.

Salespeople Should Act Like 4th Graders

June 1, 2015 8:03 am | by Paul Reilly, Reilly Sales Training | Articles | Comments

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.

The 68th Survey of Distributor Operations: Employment

May 27, 2015 8:38 am | by Mike Hockett, Associate Editor | Articles | Comments

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.

Infor Delivers Major Enhancement To Configure Price Quote

May 26, 2015 12:31 pm | by Infor | News | Comments

The enhancements include a customizable user experience to increase revenues, improve quote to order close rates, and accelerate brand loyalty.

Lawson Products CEO Talks Lean Six Sigma

May 26, 2015 8:00 am | by Michael DeCata, President and Chief Executive Officer of Lawson Products | Articles | Comments

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 68th Survey of Distributor Operations: Tech Usage & Investments

May 21, 2015 8:33 am | by Anna Wells, Executive Editor | Articles | Comments

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.

The Perfect Combination of Selling Skills

May 19, 2015 4:14 pm | by Tom Reilly, | Articles | Comments

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.

Put A Dollar Sign Next To Your Service Value

May 16, 2015 12:55 pm | by Bill Moore, SKF USA Vice President, Special Projects | Articles | Comments

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.

ID's Top 5 Of The Week

May 15, 2015 8:40 am | by Mike Hockett, Associate Editor | Blogs | Comments

Three Big 50 companies populate the top items from the past 7 days on ID, while a pricing best-practices article leads the way.

May/June Digital Edition

May 12, 2015 9:16 am | Digital Editions | Comments

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.


The Top 10 Pricing Mistakes

May 8, 2015 8:35 am | by Per Sjofors, CEO of Atenga | Articles | Comments

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.

ISA Small Distributors Study Reveals Market Discrepancies

May 5, 2015 9:50 am | by Mike Hockett, Associate Editor | Blogs | Comments

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.

How To Give Online Customers What They Want

May 4, 2015 9:55 am | by Darrell Sterling, Regional Sales Manager, Johnstone Supply | Articles | Comments

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?

ID's Top 5 Of The Week

April 24, 2015 8:15 am | by Mike Hockett, Associate Editor | Blogs | Comments

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.

Changing The Customer Conversation To Total Cost

April 18, 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.

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.

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.

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.

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