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ISA CEO Brendan Breen discusses the impact of digital transformation, talent gaps and tariffs.
AI tools need to be built on a sturdy foundation.
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We look at the challenges distributors are facing and provide insights into how they can better manage inventory in uncertain conditions.
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Without the right intelligence, complexity can erode margins.
The Hall of Famer’s keynote offered inspiration and motivation.
The same old pricing tools aren’t enough in today’s economy.
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with
Historically, suppliers have sold directly to a few of their largest customers. About 46% in the latest survey reported they are selling direct online
Opportunity is high for B2B e-commerce, according to the eighth-annual MDM distribution e-commerce survey conducted with Real Results Marketing
Search engine optimization (SEO), as technical as it sounds, is critical for a distributor to be found online. In fact, a search engine like
We’ve seen a strong correlation between companies that are high-performance marketers and those who target their marketing efforts to roles or personas within their
An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the
The truth is: The “next” generation is here now. The oldest Millennials are 36; many are moving into or are already in decision-making positions.
Adjusting their marketing strategy and tactics in response to a generational shift in which millennials are already the largest age segment in the workforce
Because the IDEA Connector dramatically lowers ordering costs, the cost savings fall to the bottom line and directly increase profits. With manufacturers and distributors
To set themselves apart, distributors need a strong value proposition. It’s not just about pretty words on a website. A strong value proposition can
Traditionally focused on field sales, distributors have not historically been strong in marketing capabilities. But as customer demographics change, how distributors market has become
What’s the difference between omnichannel and multichannel? The difference is subtle: Omnichannel is really an integrated version of multichannel. In other words, the customer’s
Each distributor must strike the right balance to meet their customers’ needs. The risk is too great to get the resource allocation between field
If when you see the phrase “value proposition” you think: “Yes, we have one already. We provide great customer service. We’ve been in business
Ecommerce is table stakes for distributors in 2018, but it shouldn’t be surprising that B2B buyers want more than the capability to place an
The distributor is no stranger to coming upon crossroads throughout their business’s life span. For the most part, these forks in the road are
Print is not as universal as it once was (though it’s still very relevant for some customers), and even in-person sales rep visits, long
Amazon continues to build share into traditional distribution channels. Their obsession for the customer experience raises the bar high for suppliers – distributors and
As the world of distribution continues to shift to digital, the way that customers want distributors to communicate with them is shifting as well.
Jonathan Bein, managing partner of Real Results Marketing, spoke with Lindsay Young on the 3 Aspens Media podcast, Attract. Engage. Grow., about the importance
With all of these websites, how can your site stand out from the competition? Why would someone choose to click on a link to
Nearly 45 percent of distributors’ customers we surveyed want the ability to request a chat with a customer service rep online (see Exhibit 1).
Shopping happens before the transaction; it includes finding, researching and selecting a product, but not buying or purchasing the product. Make no mistake: It
Distributor priorities for e-commerce investment continued to evolve in 2017. In our latest research, improving customer experience and increasing the frequency of website transactions
This article examines the initial results of the 2018 State of E-Commerce in Distribution Survey and how the industry’s e-commerce offerings are maturing. Subsequent
Most distribution companies take a similar approach to touting their position in the supply chain, with 80 to 90 percent of distributors believing their
While distributors are growing their use of digital vehicles, it may not be quickly enough. Many still rely on trade shows, print flyers and
This article examines how distributors across sectors approach marketing, what they consider the most effective channels to be and the frequency with which they