Customer stratification is not just for sales. When used strategically, it can help you build a strong foundation for growth and provide organization-wide benefits like: Read More
Customer data can provide significant value for distributors, particularly when emerging from a year like 2020. However, the sheer amount of data available can be intimidating at first glance. The key to simplifying customer data and turning it into... Read More
Analytics can help distributors stay profitable and growing as the market remains turbulent and unpredictable. But skepticism keeps even the most successful in the industry from taking the leap. That’s thanks to so many popular myths around these... Read More
For most distributors right now, change is essential to adapt to the challenges presented by COVID-19. But making a change, taking that first step, can be the hardest part of the whole process. Distributors hesitate to “rock the boat.” They don’t... Read More
What have you learned during this crisis? In times like these, we discover which core capabilities helped us survive and which critical weaknesses nearly took us down. These weaknesses must be analyzed as opportunities for improvement. Doing so will... Read More
Demand planning has been challenging since the COVID-19 pandemic hit. Distributors’ demand planning teams have had to work with uncertainty from both suppliers and customers. Read More
Strategic planning for 2021 shouldn’t look like it always has because your distribution business probably doesn’t look like it always has. For most, there’s been substantial change imposed by social distancing, rapid digital acceleration, supply... Read More
Crises present an opportunity for a forced reset. If you’ve been sacrificing margins to gain market share and drive the top line, this tactic won’t lead to healthy, sustainable margins. You must shift away from a focus on winning customers before... Read More
Sales teams are greatly affected by the constraints of social distancing. They face challenges on two fronts: skill and will. Read More
As you’re going through this pandemic, some of your business processes are likely proving to be inefficient. If you’re going to be successful in the new normal, they’ll need substantial improvement. We’ve identified 47 best practices in our book,... Read More
