Business Strategy

Most customers will ask for a price cut if you ask them how you can provide more value. But discounts are the surest way to erode margins and start a race to the bottom.

A lot of distributors have been operating in an echo chamber without realizing it. Distributors in an echo chamber don't measure anything, so they don't understand what's working and what isn't. They also focus a lot on the day-to-day minutia without seeing the big picture.

Most distributors are offering customers things they really don't want or need.

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.

Are you ignoring customers that have bought from you once and never came back? You may be missing out.

There's nothing wrong with a "lifestyle" approach to management... unless you want your business to grow beyond your own contributions.

Specialized sales roles are more efficient and effective, as the medical industry well knows.

Loyal customers will give reps the opportunity to fix problems when they arise.

Distributors playing to win in 2018 – not just to not lose – must be proactive.

In the wake of Amazon's announcement that it will offer a Prime option with unlimited free two-day shipping to Amazon Business customers, some distributors may react impulsively, which can lead to poor decisions.

The lighting distribution market is rife with change. In a recent interview with LightED Magazine, Indian River Consulting Group's Mike Marks called the market “the wild, wild west.” Read Welcome To The Wild, Wild West! in LightED Magazine for Marks' take on who the winners will be in this "frothy" market.

Company CEOs and board members are facing increasing financial accountability for the success of M&A deals, according to a 2017 survey by PWC of Fortune 1,000 executives and senior management recently active in M&A. Are you responsible for an upcoming deal? Early planning can increase the odds of successfully creating value and meeting deal goals.

Charley Hale, former CEO of industrial distributor FCX Performance, will be the keynote speaker at the Distribution M&A Executive Workshop, to be held Oct. 9-11, 2017, in Austin, Texas.

Some distributors think that when they buy a company that the integration will go smoothly without their having to invest time getting to know current employees. Unfortunately, it’s more complicated than that.