For decades, distributor pricing strategies have relied on the experience and intuition of skilled sales teams. These “Cowboy and Cowgirl sales teams have successfully used relationship selling to set prices and close deals. However, this model is... Read More
In today's rapidly evolving chemical distribution industry, data is the key to unlocking efficiency and profitability.We were proud to be featured in the Alliance for Chemical Distribution (ACD) article, "Making the Most of Data," highlighting our... Read More
A Strategic Framework for Distributors to Achieve Faster, Easier, and Better Growth.As a distributor, driving strategic growth can often feel like an uphill battle. Complex analytics projects, pricing challenges, and operational inefficiencies... Read More
Welcome back to the second installment of our series on overcoming cognitive biases in analytics implementation. In part one, we peeled back the layers of illusion surrounding analytics ROI, shedding light on the cognitive biases that thwart... Read More
Welcome to the first part of our two-part series on decoding the complexities of analytics implementation in distribution.In this installment, we'll delve into the cognitive biases that hinder the realization of substantial ROI from analytics... Read More
Aligning working capital with customer needs is crucial for distributor success in today’s volatile and uncertain market. Rather than waiting for a return to more predictable conditions, distributors must adapt their capabilities to the current... Read More
Transitioning towards a data-driven approach in sales, inventory, and pricing decisions doesn’t have to be an overwhelming or instantaneous process. As a distributor, you can gradually take small, manageable steps to integrate data analytics into... Read More
Customer stratification is a foundational analytics practice for distributors, offering numerous benefits beyond sales applications. By segmenting customers strategically, distributors can boost profitability, drive performance, and foster... Read More
In business, pricing is a pivotal element that links sales, marketing, and profitability. In wholesale distribution and private equity-backed ventures especially, a well-crafted pricing strategy can make or break profitable growth. However,... Read More
In the fast-paced world of HVAC distribution, maintaining profitability and customer retention stands as the ultimate goal.Three common blind spots, however, significantly impact HVAC distributors and their ability to achieve these objectives.... Read More
Reflecting on the recent ACD (Alliance for Chemical Distribution) Annual Meeting at the picturesque Amelia Island in Florida, I am excited to expand on insights from a compelling economic forecast session by ITR Economics, which unveiled their... Read More
Distribution is rapidly evolving, and failing to adapt can leave you at the back of the pack. Harnessing the power of analytics allows you to remain competitive while developing an array of strategies to drive profitable growth. The key lies in... Read More
Distributors rely heavily on analytics to generate actionable insights and improve decision-making. The right analytics can drive profitable growth, enhance operational efficiency, optimize inventory levels, and strengthen margins through better... Read More
Advanced inventory analytics are critical for distributors that want to remain competitive and efficient. Knowing this, many distributors pursue developing sophisticated analytics programs and are eager to get the ball rolling on results. But too... Read More
Cost-plus pricing is a traditional pricing method for distributors across verticals. But the industry has changed. The cost-plus approach doesn’t perform as it once did, and keeping it in your arsenal could mean lower profits and stunted growth.... Read More
The state of the global supply chain today can be described as volatile, uncertain, complex and ambiguous – also known as a VUCA state. Acknowledging this defines our times and challenges so we can deal with them with more direct and appropriate... Read More
