By approaching a B2B engagement through the lens of a more consumer-centric perspective, distributors are better able to implement more effective strategies to help drive revenue.
SMART goals keep companies focused on meaningful activities that help them achieve their...
To focus on everyone is really to focus on no one. Salespeople who fail to understand their...
Distributors are having to quickly develop an e-...
Distributors are having to quickly develop an e-commerce presence or risk losing potential business and customers. They can use these five trends to compete faster and smarter.
PointClear President and CEO Dan McDade concludes his series on how distributors can learn from mistakes made by early adopters of customer relationship management.
The customer will let you know when they are ready to buy. It is the salesperson’s job to listen. Salespeople should recognize these buying signals and respond appropriately.
In this first of a three-part series, PointClear President and CEO Dan McDade discusses how distributors can learn from mistakes made by early adopters of marketing automation.
The agreement sets in motion extended integration of United's digital services into a number of ECi's e-commerce platforms, providing resellers access to e-commerce tools both now and into the future.
Though e-commerce and the need for efficient websites continues to grow, distributors should not forget the importance of having an attractive retail showroom for their brick-and-mortar stores.
Canadian-based industrial distribution start-up We Share Supply sets itself apart from the crowd in that 2 percent of every sale goes to a charity of the customer’s choosing.
Called “Managing your Relationships with Independent Distribution,” the workshops have been held around the country since 2006 and focus on sharing best practices in working with independent distributors.
Video Market Report 10: Aggressive Growth For Airgas, A Supreme Court Ruling For Warehouses, And Forecasts For 2015December 16, 2014 11:02 am | by Industrial Distribution Staff | Videos | Comments
The tenth episode of Video Market Report highlights Airgas' bold future financial goals, the Supreme Court ruling in favor of Amazon against warehouse workers, and 2015 market forecasts.
One reason salespeople have a bad reputation is because of the phrases they use. Some are good, some could be better, and some are just plain lousy.
DGI's move to its current ERP solution resulted in reduced costs for order processing, improved order accuracy, and faster order processing times. Now DGI has plans to grow their enrolled customers by 150 percent.
The company shared impressive sales growth targets for 2018 at its recent analysts meeting, and how it plans to achieve them.
Be careful when marketing your product as new. It doesn’t have the pizazz that it once had.
The gulf between sales and academia is shrinking. Pressures on academia to make their business programs more practical are driving them to include sales training and sales management in the curricula.
Why is a personal tablet such a valuable tool for a salesperson in the office or on the road? To help answer this question, here’s a look at how exactly tablets are transforming the sales industry today.
BDI E-Business Manager Steve Grzymkowski shares his thoughts on how distributors are handling a transition from business-to-business to one of business-to-customer, including how BDI is trying to stay ahead of the curve.
The key to accomplishing the task of “adding fries with that burger” is training and, once again, the restaurant industry leads the way.
Every B2B company desires to maximize margins, improve profit performance and increase shareholder value, but few are focusing their attention on pricing. What’s behind this contradiction?
Think of sales focused KPI’s as the leading key indicators that can give you a window into what the future sales numbers will look like.
Year-to-date sales for the company were up 3 percent as Frank Heard gears up to become President and CEO effective Jan. 1.
Net sales increased in all six segments, including 8.6 percent growth in packaging, and an engineered components profit margin growth of 860 points.
The global electronic components distributor had exceptionally strong growth in Europe, averaging 26 percent growth year-over-year across the entire region.
Lowe's is testing whether new bots on wheels can improve its customer service, like helping a shopper find a match for something as simple as a nail.
MSC, No. 14 on Industrial Distribution's 2014 Big 50 List, has seen year-to-date net sales increase 13.4 percent from last year.
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