Distribution

Think you know your customers? Think again.

Think you know your customers? Think again.

Written by Mike Marks on Thursday, 20 June 2019.

Most distributors think they know their customers. Until they actually talk to those customers. Often, when distributors think about value propositions or differentiating...
Your Channel Partners Are Talking … Are You Listening?

Your Channel Partners Are Talking … Are You Listening?

Written by Mike Marks on Thursday, 23 May 2019.

Just as with any other relationship, when distributors and manufacturers break up, poor communication is often to blame.
5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

5 Areas of Your Business to Examine if You Want to Stay Relevant in 2020

Written by Mike Marks on Thursday, 18 April 2019.

When the ball drops, and 2019 flips to 2020, will you have closed some of the gap between you and your most innovative distributor competitors, or will that gap have widened so...
The Value of Data is in How You Use It

The Value of Data is in How You Use It

Written by Mike Marks on Thursday, 04 April 2019.

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

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

Written by Mike Marks on Thursday, 21 February 2019.

Supplier scorecards can be a highly useful tool that directly drive profitability. Or they can spark friction and permanently fray relationships between distributors and...
Set Yourself Up Now to Beat the Next Recession

Set Yourself Up Now to Beat the Next Recession

Written by Mike Marks on Monday, 07 January 2019.

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...
3 Ways to Minimize Risk in Your Business Investments

3 Ways to Minimize Risk in Your Business Investments

Written by Mike Marks on Monday, 12 November 2018.

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,...
5 Value Drivers That Don't Involve Cutting Prices

5 Value Drivers That Don't Involve Cutting Prices

Written by Mike Marks on Monday, 29 October 2018.

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?

How Often Should Sales Reps Call on Customers?

Written by Mike Marks on Monday, 01 October 2018.

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

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

Written by Mike Marks on Monday, 24 September 2018.

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...
Distributors: Get Out of Your Echo Chamber

Distributors: Get Out of Your Echo Chamber

Written by Mike Marks on Monday, 06 August 2018.

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...
In the News: 5 Things Your Customers Need Less Of

In the News: 5 Things Your Customers Need Less Of

Written by Mike Marks on Wednesday, 18 July 2018.

Most distributors are offering customers things they really don't want or need.
In the News: To Successfully Leverage Data Think People, Not Technology

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

Written by Mike Marks on Monday, 25 June 2018.

Leverage human resources - not just technology - to bridge the gap between raw data and actionable insights.
3 Steps to a More 'Intentional' Brand

3 Steps to a More 'Intentional' Brand

Written by Dan Horan on Thursday, 17 May 2018.

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