Mike Marks of Indian River Consulting Group has partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM – good and bad. We asked them questions about how they choose, integrate, drive adoption of and use CRM systems.

Join us for this free webinar, where Mike will share results and define the real-world state of play today in how CRM tools work. The session will provide a framework around the five core processes in any CRM that will provide participants with the insight to select, deploy and recognize the implementation pitfalls that can trap a distributor into pilot purgatory.

The guiding principle driving the framework is that CRMs exist to provide data to the sales representative so they can make better decisions on where to spend their time and what to do.  In a fully deployed CRM, 80% of the information should come TO the sales rep and only 20% comes FROM the sales rep.

Use the framework to assess your own adoption position and identify the key actions to move ahead.

Distribution is the most purely competitive sector of the American economy. That reality makes it challenging to permanently and significantly increase profitability. The competitive nature of distribution also means that the difference between winning and losing is very small. 

Despite the challenges, distributors can embrace approaches that drive higher profits in a way that competition cannot easily match. Join us Oct. 5 at 9 PT/12 ET when Al Bates will share the small changes that can be made in two key areas of the business to exponentially increase profit. 

Plan to attend the wholesale distribution industry’s first, invite-only, matchmaking event for distribution executives to meet tech founders from B2B’s most exciting innovators. This program is ideal for CEOs and leaders intimately involved in digital transformation and innovation. Learn more and register here: Innovators Summit | National Association of Wholesaler-Distributors (naw.org)

What’s driving the changes in manufacturers’ distribution strategies and what is responsible for the growing channel conflict? This webinar will provide insight into the state of manufacturer sales channels – and what it means for today’s distributors.

Our annual State of eCommerce in Distribution research will be released. This is a leading benchmark for adoption and drivers of ecommerce.