Distribution

The Value of Data is in How You Use It

Written by Mike Marks on Thursday, 04 April 2019.

The Value of Data is in How You Use It

Distributors who are thriving – and there are many -- in today’s digitally driven market are those who play to win and not to lose. But adopting a winning strategy doesn’t mean throwing money at a bigger sales team or at new technology.

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Written by Mike Marks on Thursday, 21 February 2019.

Are Scorecards Upping Your Game, or Sidelining Your Supplier Relationships?

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and suppliers.

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

Set Yourself Up Now to Beat the Next Recession

Digital transformation. Consolidation. Growing concerns over manufacturers’ going direct. With all the shiny objects in front of distributors right now, it’s easy to ignore (and not plan for) the next big thing: the next recession.

Students of history recognize that there are two things we know about the economy. One is that cycles of growth and recession are inevitable. The second is that we rarely see the downturn coming, and we can’t always rely on economic indicators to warn us.

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

3 Ways to Minimize Risk in Your Business Investments

A strong economy has provided distributors with more investment capital in 2018 than they've seen in over a decade. Even small, independent distributors are making investments, adding ecommerce and other technologies to reduce their cost to serve, create frictionless buying experiences and strengthen their value proposition. The most successful investments will be based on long-term goals. 

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

5 Value Drivers That Don't Involve Cutting Prices

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.

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

How Often Should Sales Reps Call on Customers?

Mike Marks writes that the question how frequently sales reps should call on customers misses the mark. It assumes, he says, that outside sales reps should regularly be visiting existing customers.

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Written by Mike Marks on Monday, 24 September 2018.

Free Webinar w/Zilliant: Restructuring Your Sales Team When Incorporating eCommerce

Are your direct and inside sales teams structured to embrace or resist an e-commerce channel? If you're grappling with this very challenge, Zilliant and IRCG invite you to a free webinar: Restructuring Your Sales Team When Incorporating eCommerce.

 

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

Distributors: Get Out of Your Echo Chamber

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.

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

In the News: 5 Things Your Customers Need Less Of

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

In the News: To Successfully Leverage Data Think People, Not Technology

Written by Mike Marks on Monday, 25 June 2018.

In the News: To Successfully Leverage Data Think People, Not Technology

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

3 Steps to a More 'Intentional' Brand

Written by Dan Horan on Thursday, 17 May 2018.

3 Steps to a More 'Intentional' Brand

Dan Horan offers distributors a pragmatic way to narrow the gap between their current brand and their ideal brand.

5 Ways to Improve Sales Productivity

Written by Mike Marks on Thursday, 03 May 2018.

5 Ways to Improve Sales Productivity

Your outside sales reps are your most expensive resource. Here's how to increase sales productivity and ROI.

The Difference Between Good Branding and Great Branding

Written by Dan Horan on Wednesday, 25 April 2018.

The Difference Between Good Branding and Great Branding

This is the second part of a four-part series on distributor branding.

In the News: 7 Qualities of a Digital Distributor in 2020

Written by Mike Marks on Tuesday, 17 April 2018.

In the News: 7 Qualities of a Digital Distributor in 2020

Benchmarks help distributors identify where they're furthest behind their most innovative peers.

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