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Riding the Distributor Sales Culture into Commodity Hell
In this article, we detail the problems of sales cultures in mature B2B markets.
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Profit Strategies for Activity-Negative Accounts of Unusual Size
Distributors need a modern-day activity costing model to turn around activity-negative customers.
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How Wholesalers Sell More and Deplete Earnings: Account Portfolio Management Using Activity Profits
How to avoid sapping earnings as sales grow.
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Structured Market Growth for Distributors: Improving Profits with Alignment of Sales and Acquisitive Growth
Distributors need to embrace a new method for organic growth: structured market targeting.
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Distributor Strategic Growth in the New Economy, Part 3: How to Evaluate Potential Online Partners
Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
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Distributor Strategic Growth in the New Economy, Part 2: Launching New Products to Existing Accounts
Improve Return on Time Invested by focusing on new products and new technologies.
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Distributor Strategic Growth in the New Economy, Part I: Thinking Beyond the Singular Sales Call
As distributors consolidate, growth becomes far more complex than a singular sales call.
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Value Management for Distributors, Part 3: The Role of the Value Manager
Industrial distributors, purveyors of commodity products, need a more targeted, tangible, and manageable aspect of value add.
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Value Management for Distributors, Part 2: The Lifecycle of a Service
Services go through predictable stages and become mature, price-sensitive and commoditized.
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Value Management for Distributors, Part 1: The Problem with “Value”
Value can be defined, marketed and delivered in such a way that it improves profitability.