Here’s why an increasing number of manufacturers are going direct to the end customer.
B2B Digital Strategy
More customers in B2B are demanding to be able to interact with distributors through digital channels. No matter the product category, distributors need a digital platform and strategy that enables more efficient and effective shopping and buying for their customers. If distributors aren’t building high-tech platforms that make it more efficient for customers to do business with them, they’ll lose.
Shake Up Sales Models and See Results
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
The Risk That Marketplaces Pose to Your Distribution Business
Platforms are indeed “eating the world.” Most distributors can still choose whether they will do the eating or be the meal. This post previews some of the key findings in the second report, “Developing a Marketplace Strategy,” based on our research for the National Association of Wholesaler-Distributors (NAW) into new leadership strategies for distributors to add value in…
When It Comes to Tech, You Only Get One Chance for a Great First Impression with Sales Reps
Distributors must implement a state-of-the-art tech stack to preserve market share, according to Ian Heller in the NAW research report, “Strategic Change During Disruption: An Industry Response to Get Smarter, Faster and Stronger.”
Distributors Need New Sales Toolkits Post-Pandemic
COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.” But some of the changes brought on by the pandemic will stick around. While distributors have always sold products on multiple sales channels (for example: outside sales, inside sales, customer service, ecommerce, and VMI), COVID-19 shifted the dynamics and reliance…
2021 State of Technology in Distribution: Automating the Customer Journey
Distribution Strategy Group conducted a survey and other primary research about how distributors anticipate ongoing, rapidly changing technologies will affect them, and how and where they plan to adopt new technologies.
It’s Not Your Grandfather’s Industry Anymore
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how distributors can take strategic action in response to disruption. Download the report now.
How Satisfied Are Distributors with Their Core Technology Stack?
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business including sales and marketing, internal operations and financial management.
5 Reasons Marketing Automation Fails (and How to Give It a Real Chance)
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether you really gave marketing automation a chance.
How Lawson Products Grew Its Enterprise Value by 10x: A Differentiation Case Study for Distributors
Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans from leadership at Grainger, United Rentals, and Chef’s Warehouse to growing the share price of MRO distributor Lawson Products by 1,000% since taking his position there in 2012.