Many in distribution are focused on their revenue streams right now, but don’t let your efforts to reinvigorate revenue be a detriment to your margins. Make sure you have a strategic pricing process that empowers your teams to make informed... Read More
COVID-19 is redefining what it takes to be successful in the distribution industry. And distributors should focus on updating their capabilities to accommodate the new normal, rather than waiting it out and hoping the industry will return to its... Read More
Distributors often sacrifice margins to gain market share and drive sales. Such tactics, however, negate a strategic pricing process, rendering it virtually nonexistent. Without a proper method, your team must make pricing decisions in a vacuum. Read More
Social distancing restrictions are limiting face-to-face sales for sales teams. How can you help them get beyond simply managing their new constraints to becoming confident and successful remote sellers? It takes more than providing the proper... Read More
Do you know which of your customers provide high value to your business and which are draining value? Segmenting customers so you can approach them more effectively is vital right now. It empowers you to overcome some of the greatest obstacles... Read More
Distributors are turning their attentions to recovery right now, even as the constraints of COVID-19 remain. They must determine how they’ll make up for declines in revenue and demand when they can’t send their sales teams out for face-to-face... Read More
It’s natural to panic in the face of the many challenges the COVID-19 pandemic presents. However, you must strike a balance between panic and patience, and that balance should involve markedly more patience. Read More
