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ID Salary Report 2014: The Skills To Pay The Bills

July 10, 2014 2:45 pm | by Anna Wells, Executive Editor - @industrialanna | Articles | Comments

Check out the annual Salary Report from Industrial Distribution, where we strive to create a clear picture of industry pay rates, workload, responsibilities, and job satisfaction.


Your Company’s Culture

July 10, 2014 12:25 pm | by Tom Reilly, Author and Sales Trainer, | Articles | Comments

With mergers and acquisitions at a 13-year high, there is a pandemic identity crisis in business...

Why You Should Private Label. Now.

July 10, 2014 12:20 pm | by Beau Walter, Sales & Marketing Manager, Athea Laboratories | Packaging | Articles | Comments

A quick look around at many of the national “big box” stores, or at the large e-commerce...

Timken Investing $22 Million In New Selling Support Infrastructure

July 9, 2014 10:18 am | by The Timken Company | News | Comments

The Timken Company is investing $22 million in new customer and...

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New Book On Sales Process Improvment

July 1, 2014 2:02 pm | by Justin Roff-Marsh, Ballistix | Product Releases | Comments

The Machine presents a radically different approach to the design of the sales function. 

Size Matters: What is your Load Input Goal Number?

June 20, 2014 11:21 am | by Brian Gardner, Founder & Lead Evangelist, SalesProcess360 | Blogs | Comments

Load input goal management is a different way to think about and to run your business. It is forward thinking and proactive rather than just looking at the historic results.                

Focus On The 180: Use Front End Sales Management To Gain A Competitive Edge

May 27, 2014 12:38 pm | by Brian Gardner, Founder & Lead Evangelist, SalesProcess360 | Blogs | Comments

What is your competitive advantage? No, really! What is your competitive edge? If it is your goal to excel in a competitive market, continuous attention to systems, methods, and processes that offer a competitive edge is essential.   


This Is What A Billion Dollar Brand Looks Like

May 16, 2014 2:41 pm | by Anna Wells, Executive Editor - @industrialanna | Blogs | Comments

When it comes to the value of our business's brands, I think it's safe to say the majority of us do our best to create a distinct impression of quality, and cross our fingers that the gods of intangibility are smiling down on us. Those of us without an MBA in marketing, anyway.

Camfil Releases Model Dust Collector For Sales Opportunities

May 6, 2014 4:54 pm | by Camfil Farr | Product Releases | Comments

Designed at one-tenth scale of a 16-cartridge dust collector, the model stands 18" (46 cm) high and will be used at trade shows and exhibitions, seminars and customer meetings. 

Q&A: Keys To Customer Retention

May 1, 2014 10:08 am | by Tia Nowack, Associate Editor, IMPO - @TalesFromTia | Articles | Comments

It's essential that companies are not only reaching new customers, but are also retaining their current ones. John Sheridan — Senior Account Representative at 3M Company and a speaker at our upcoming Profitability Forum — addresses some of the biggest mistakes companies make in customer retention and what they can do keep clients and increase profitability.

9 Reasons Why You Need to Apply “Lean” Thinking to Your Sales & Marketing Process

April 25, 2014 9:32 am | by Michael Saraf, President, Brand Performance, LLC | Blogs | Comments

Are there inefficiencies in your Sales & Marketing processes today? These inefficiencies are costing your company money. Because they are hidden costs that do not reveal themselves in your financial statements, they are continuing to do harm to your business.

Where Is Your Organization With Regard To Item Stratification?

April 7, 2014 3:18 pm | by Brad Vance, Senior Business Process Consultant, Epicor Software | Blogs | Comments

Most companies stratify their items in some shape or form, but few apply more than a single or dual data point methodology. Stratifying the items that your company stocks can help create focus on the products that are currently carried and are doing well, versus the ones that have fallen into the “black hole” of slowmoving and dead inventory.


Frost & Sullivan: Replacement Sales Offset Competition In The Belt & Chain Drives Market

March 31, 2014 10:14 am | by Frost & Sullivan | News | Comments

With energy efficiency becoming the buzzword in every sector, government bodies, especially in Europe and North America, have mandated that industrial equipment such as motors, pumps and fans should conform to regional regulations. This has sprung belt drives and chain drives to prominence, as they are highly cost effective and energy efficient modes of power transmission.

A Guide To The Modern Sales Organization Part 3: Hiring & Training For The Future

March 27, 2014 3:14 pm | by Abbigail Kriebs, Associate Editor | Articles | Comments

There are three areas that distributors need to consider when hiring and training their salesforce: company culture, educational opportunities, and keeping salespeople engaged.             

A Guide To The Modern Sales Organization Part 2: Framing Ecommerce As A Tool

March 27, 2014 2:57 pm | by Abbigail Kriebs, Associate Editor | Articles | Comments

The world has established that industrial distributors need an online ecommerce presence. So what if you have taken that step and created an ecommerce platform for your business, but your salespeople are pushing back against it? What do you do then?

A Guide To The Modern Sales Organization Part 1: Q&A With The Experts

March 25, 2014 4:53 pm | by Abbigail Kriebs, Associate Editor | Articles | Comments

The role of the sales rep has changed. Industrial Distribution's associate editor, Abbigail Kriebs, chatted with three sales experts on the topic, and here is what they had to say.           

What Is Your Value-Add-itude?

March 12, 2014 4:03 pm | by Tom Reilly, Author and Sales Trainer, | Articles | Comments

From which direction does your definition of value flow — from you to the customer, or from the customer to you? This is another way of saying: Through which lens do you view what you sell — your lens, or the customer’s lens? Do you see your product or services as value-added or value-received?


Amazon Launches App To Aid Sellers

March 10, 2014 3:30 pm | by Abbigail Kriebs, Associate Editor | Blogs | Comments

What could this mean for the distribution space? It is making it easier than ever for the man on the street to sell on a high-visibility ecommerce platform with little to no upfront investment.          

Machine Tool Consumption & Production Falls In 2013

March 4, 2014 10:00 am | by Steve Kline, Director of Market Intelligence, Gardner Business Media | News | Comments

After growing in 2010 and 2011, world machine tool consumption has contracted for two consecutive years. However, based on several leading indicators, world consumption in 2014 should reach approximately $58,300 million, an increase of 6.2%.  

Relationships Are Still Important in Distribution

March 1, 2014 1:58 pm | by Jack Keough, Contributing Editor | Articles | Comments

When I walk into the restaurant, I’m always greeted with a warm good morning, my coffee is poured, and my order quickly entered. The food is good, the service is excellent, but its price is higher than the “new” diner located only a few streets away. Yet I choose to go to “my” restaurant, primarily because of the relationships I have developed.

March/April - 2014

March 1, 2014 11:32 am | by Industrial Distribution Staff | Digital Editions | Comments

Industrial Distribution's March/April Issue 2014 goes behind the scenes with Turtle & Hughes, a company who has been in distribution for 90 years and shows no signs of slowing down. The special feature, "A Guide to the Modern Sales Organization" takes a look at how the role of sales has changed in recent years. And as always, columns by Jack Keough, Tom Reilly, and Anna Wells feature the latest in distribution news.

HVAC Distributor Outsources Billing To Stay Competitive

February 28, 2014 5:26 pm | by Billtrust | Articles | Comments

“For years we’ve been using mailing machines to invoice our accounts,” noted Mike Anderson, President of S.W. Anderson. “Every time our equipment broke down, the problems just got bigger."           

Distributors Remain Optimistic About 2014 After Sluggish Quarter

February 5, 2014 11:05 am | by Jack Keough, Contributing Editor | Blogs | Comments

As quarterly earnings reports roll in for publicly-traded companies, it is apparent that the last quarter was not a great one for many industrial distributors despite the rise in sales. Yet many distributors say they’re optimistic about 2014 and expect a number of sectors to rebound, including non-residential construction, petrochemical, and oil and gas.

Lincoln Electric Releases 2014 Equipment Catalog

January 29, 2014 3:32 pm | by Lincoln Electric | Product Releases | Comments

New in 2014, the welding consumable section, previously shown to provide a summary view of the company’s wire and electrode offering, now includes product numbers to enable quick cross-referencing or order placement.

Full Suite Of Lockout/Tagout Solutions

January 28, 2014 9:56 am | by Brady Corporation | Product Releases | Comments

Brady Client Services’ full suite of lockout/tagout services and software offerings includes procedure writing services, cloud-based procedure creation and maintenance software, lockout/tagout training and more.

Why You Should Consider Vendor Managed Inventory

December 20, 2013 1:39 pm | by William Heimerle, Purchasing Analyst, MSC Industrial | Blogs | Comments

Ecommerce solutions have to provide bottom-line results that coincide with the company’s business strategy. Customers have made it clear that they need savings and solutions provided from their suppliers to make their business processes efficient. 

Infographic: Social Media Plays A Big Part In B2B Purchasing

December 16, 2013 10:55 am | by TriComB2B | Articles | Comments

During the last decade, the amount of information available to help guide B2B marketing decisions has exploded. It is estimated that B2B marketers in the United States spend about $85 billion a year to promote their goods and services; however, little research has existed until recently in understanding what the B2B buyer seeks in their considered purchase decision process, and how they want to receive and consume marketing efforts.

Profit Tips For B2B Credit Management In 2014

December 4, 2013 3:14 pm | by Abe WalkingBear Sanchez, B2B Credit Expert, A/R Management Group | Blogs | Comments

From industry expert Abe WalkingBear Sanchez, here are four tips on how to use your Credit & Accounts Receivables function more profitably in 2014.                 

Fastenal November Sales Up 3.1%

December 4, 2013 10:32 am | by Fastenal Company | News | Comments

Net sales in November of 2013 were $261,269 (Dollar amounts in thousands), up from $253,493 in the same month of 2012. The daily sales were $13,063, up 8.2% from $12,071 in 2012.            

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