Having robust digital capabilities is no longer optional for distributors who want to retain channel share.
Disruptive Technologies in B2B
Rapidly changing technology and well-capitalized competitors have disrupted the B2B market, with distributors scrambling to understand how these emerging tools can help them compete better.
How are distributors using technology to automate the customer journey? Get your free 2021 State of Technology in Distribution report now.
From Master Distributors to Marketplaces: Part 1 – How Endless Assortment Moved from Behind the Scenes to in Front of the Customer
Marketplaces represent an existential challenge for master distributors.
5 Ways to Build Resiliency for Any Disruption
Whatever your company’s size, it is necessary to prepare for operational obstacles that may come your way. Here are five strategies to build resiliency for any disruption.
Benco Dental on Its Transformation into an “IT/Data Business That Also Sells Dental Products”
With his team, managing director Chuck Cohen has put his money where his mouth is by changing every foundational IT system at Benco Dental, a dental products distributor.
Technology is Advancing Faster than Ever – Are You Keeping up?
We recommend distributors focus on getting their core technology stacks right so they provide solid foundations for adding on enhanced and emerging components.
5 Ways Cloud ERP Returns Your Investment – and Then Some
We expect that cloud-based ERP will be nearly universally adopted within the next decade.
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.
Office Depot Hires the Amazon Business Team to Build a Rival Marketplace
As many distributors wonder how to respond to the breathtaking growth of Amazon Business, Office Depot has gone on to create what looks like a direct competitor.
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.”