7 Steps for Embracing Change in an Increasingly Digital World
Reflect what makes you different across all your platforms.
View ArticleFastenal Outlines Aggressive Vending Goals for 2013
Fastenal is planning for 30,000 new vending machines in 2013.
View Article7 Online Marketing Ideas for 2013
Online marketing offers tremendous opportunity in 2013; here are seven tips for success.
View ArticleTip: Refine Your Email Marketing Strategy to Improve Customer Relationships
Targeted, respectful messaging can strengthen your position with customers.
View ArticleNew Year, New Approach to Business
Mike Marks of Indian River Consulting Group says distributors need to break out of the traditional mold of doing business and think differently about how to stand out in an increasingly busy market....
View ArticleTip: To Achieve Your Sales Objectives, Make Sure Your Objectives are Clear
It's difficult for a sales team to achieve its objectives if those objectives aren't clear or if the right tools aren't available.
View ArticleCommentary: Shifting Landscape, Shifting Relationships
If there’s anything I’ve learned in my time covering the wholesale distribution industry, it’s that distributors hold one thing above all else: relationships. Even in the shifting competitive...
View ArticleThe Secret to Right-Sizing Your Sales Force
Ratios and sales levels should be just part of the equation in determining the size of your sales force.
View ArticlePodcast: 'Breaking the Code' on Legendary Customer Service
Manufacturing Revival Radio talks with Gene Gray of Innovative IDM.
View ArticlePodcast: Electronic and Motion Control Supplier on Customer Expectations
Manufacturing Revival Radio talks with Tony Overy and Alan Sharrow of Advanced Motion Systems.
View ArticleMinding the Gap Between Data & Action
Business intelligence does not necessarily translate into executive intelligence, and often the gap between the two is large, according to Indian River Consulting Group’s Mike Marks. Marks recently...
View ArticleHow to Get Customers to Fight for You
Tim Underhill of Underhill & Associates says distributors often struggle with proving value to their customers. He provides best practices on implementing a formal system that can help retain and...
View ArticleTip: Make Marketing a Priority, Not an Afterthought
Effective marketing involves careful planning, not last-ditch efforts.
View ArticleGive Customers a Bigger & Better Picture of the Value You Add
The last thing a distributor wants is for customers to jump ship for a lower price or a 'Me, too' service offer from a competitor.
View Article2 Common Mistakes Distributors Make with CRM
Mark Dancer of Channelvation provides tips for CRM adoption in the latest episode of Executive Briefing.
View ArticleVideo: Training Future Distribution Salespeople to Sell on Value at UNK
Watch how one industrial distribution program is approaching its sales classes.
View ArticleGrover: Quit Playing the Pricing Blame Game
Distributors should think twice before pointing fingers when it comes to pricing challenges.
View ArticleIDC-USA Launches Revamped Website
New features emphasize training and products, as well as searches for IDC distributors.
View ArticleTip: When Sharing Data with Suppliers, Establish a Bill of Rights
Trust is one of the biggest obstacles to sharing point of sale data in the channel.
View ArticleKan: Don't Sit on the Sidelines with Social Media
If you stand by and fear the technology, your customers will quickly pass you by.
View Article3 Tips for Finding the Right CRM Vendor
Mark Dancer provides advice to distributors for choosing the right customer relationship management solution.
View ArticleTip: Make Social Media Another Marketing Channel
Include social media in your overall marketing plan for a consistent and effective voice across channels.
View ArticlePodcast: Has TV Improved Manufacturing’s Image?
Manufacturing Revival Radio talks with Tony Deligio, content director for Plastics Today.
View ArticleMDM Interview: Breaking Down the Barriers for CRM
MDM Editor Lindsay Konzak recently spoke with Mark Dancer of channel and sales solutions firm Channelvation Inc. about a recent growth in interest in using customer relationship management software to...
View ArticleTip: Make Sure 'Everybody Plays' in CRM
Don't let salespeople opt out of a customer relationship management initiative.
View ArticleStudy: Strategic Planning a Missing Link in Using Big Data
Many recognize the power of “big data,” but few are generating strategic value from it.
View ArticleSurvey: AmazonSupply’s Impact on Distributors Low, but Curiosity High
Respondents to the MDM-Baird Distribution Survey aren't seeing major effects from the launch of the online industrial product platform.
View ArticleAcklands-Grainger to Add 200,000 Products to Online Offerings
This expansion, covering all product lines, is the largest product expansion in the company's history.
View Article3 Gross Margin Movers for Fastenal
Distributor outlines how it has improved gross margin performance over the past couple of quarters.
View ArticleYes, Customers Want to Hear from You
Distributors often fear that they will annoy their customers with too many marketing messages. But if those marketing messages are relevant, customers actually welcome them. This article examines...
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