Gen X transitioned the business world into the digital era.
Articles
Menu
Distributors need to better plan for uncertainty.
How AI is boosting conversions and improving customer relationships.
Upcoming Programs
Join us on April 23, 2025 at 9 PT/12 ET for insights and strategies on how to exceed customer expectations and foster lasting relationships.
Join us as we dive deep with The Distribution Guy® Will Quinn into getting more from your tech stack.
This webinar features renowned economist Alex Chausovsky, who brings his expertise in economic forecasting and industrial markets to help you navigate these complex waters.
Join us on May 15, 2025, at 9 PT / 12 ET to discover how modern ecommerce platforms enable seamless integration, personalized customer experiences.
Without proper planning, you won’t see the hurdles coming.
A single disruption in your network can have far-reaching impacts.
Consistent training, coaching and feedback will help sales teams thrive.
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
Amazon is a machine. The online retail juggernaut has recently churned out the world’s richest man and, its tendrils of modernization are slowly reaching
We have talked to many distributors who are still determining whether to offer an e-commerce store front or not. We hear common themes
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post,
The shift moving towards e-commerce maturity means the journey evolves as well. As noted in Part 1, the top e-commerce priorities are shifting to
69% of inside sales people are spending less than 10% of their time making proactive outbound calls. They are spending the majority of their time
The 2017 State of E-Commerce in Distribution survey indicates the percentage of respondents with a mature e-commerce offering (at least 10 percent of total
An analysis of distributor data often identifies a dozen or more variables, or markers, that segment customers in certain ways.
For the best customers, Distributors can devote resources to maximizing the business relationship, while for less profitable and less efficient customers, Distributors can find
A surprise for many Distributors is that a lot of accounts they consider “good customers” because of the frequency or regularity of orders, the
While most distributors learned long ago to avoid managing for top-line sales revenue as a measure of results, many of today’s distribution businesses still
To be successful, you need to make the case that your plan serves the company’s – and management’s – best interests. Emphasize results, not
Every organization experiencing success with marketing automation has a different answer to this question. Here are the three that surface most often.
Increasingly, we hear distributors say that their e-commerce site is not getting the revenue traction they expected. The distributor went into the initiative
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce.
When shopping (finding, researching, and evaluating products), three methods are most frequently used including performing online search, going to a manufacturer website, and going
Millennials now outnumber Boomers and GenX in the work force (see Figure 1.) In 4 years they will significantly outnumber Boomers and along with
In the research we performed with over 3500 customers of distributors, we learned that three methods for purchasing (email, web, phone) were significantly more
Only 4 percent of respondents to the joint MDM-Distribution Strategy Group annual marketing survey said they are extremely satisfied with the results of their