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Channel: Modern Distribution Management:Sales-Marketing
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7 Steps for Embracing Change in an Increasingly Digital World

Reflect what makes you different across all your platforms.

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Fastenal Outlines Aggressive Vending Goals for 2013

Fastenal is planning for 30,000 new vending machines in 2013.

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7 Online Marketing Ideas for 2013

Online marketing offers tremendous opportunity in 2013; here are seven tips for success.

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Tip: Refine Your Email Marketing Strategy to Improve Customer Relationships

Targeted, respectful messaging can strengthen your position with customers.

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New 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....

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Tip: 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.

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Commentary: 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...

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The 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.

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Podcast: 'Breaking the Code' on Legendary Customer Service

Manufacturing Revival Radio talks with Gene Gray of Innovative IDM.

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Podcast: Electronic and Motion Control Supplier on Customer Expectations

Manufacturing Revival Radio talks with Tony Overy and Alan Sharrow of Advanced Motion Systems.

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Minding 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...

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How 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...

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Tip: Make Marketing a Priority, Not an Afterthought

Effective marketing involves careful planning, not last-ditch efforts.

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Give 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.

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2 Common Mistakes Distributors Make with CRM

Mark Dancer of Channelvation provides tips for CRM adoption in the latest episode of Executive Briefing.

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Video: Training Future Distribution Salespeople to Sell on Value at UNK

Watch how one industrial distribution program is approaching its sales classes.

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Grover: Quit Playing the Pricing Blame Game

Distributors should think twice before pointing fingers when it comes to pricing challenges.

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IDC-USA Launches Revamped Website

New features emphasize training and products, as well as searches for IDC distributors.

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Tip: 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.

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Kan: Don't Sit on the Sidelines with Social Media

If you stand by and fear the technology, your customers will quickly pass you by.

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3 Tips for Finding the Right CRM Vendor

Mark Dancer provides advice to distributors for choosing the right customer relationship management solution.

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Tip: Make Social Media Another Marketing Channel

Include social media in your overall marketing plan for a consistent and effective voice across channels.

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Podcast: Has TV Improved Manufacturing’s Image?

Manufacturing Revival Radio talks with Tony Deligio, content director for Plastics Today.

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MDM 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...

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Tip: Make Sure 'Everybody Plays' in CRM

Don't let salespeople opt out of a customer relationship management initiative.

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Study: Strategic Planning a Missing Link in Using Big Data

Many recognize the power of “big data,” but few are generating strategic value from it.

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Survey: 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.

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Acklands-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.

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3 Gross Margin Movers for Fastenal

Distributor outlines how it has improved gross margin performance over the past couple of quarters.

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Yes, 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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