Distribution Marketing
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Price Cutting: The Profit Implications of ‘Taking It to the Street’
Distributor- and supplier-driven price cutting is destructive to profit.
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5 Key Principles for Executing Your Next Price Increase
Here are five principles to keep in mind for your pricing strategy.
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Stop Shaking Your Fist and Act: 5 Steps to Rein in Pricing
Here are five steps to take back control of your pricing.
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How Global Industrial Uses Merchandising to Add Value and Solve Customer Problems
How merchandising in distribution compares to retail, and the importance of value-added services for Global Industrial.
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Break Down the Walls Between Channels: How an Omnichannel Approach Keeps Customers Spending More
Going beyond the traditional approach and building an omnichannel experience.
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Distributors’ Dead Skunk Pricing: How to Avoid the Stink
7 examples of common dead-skunk pricing practices distributors need to let go of.
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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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Product Content Syndication: A Tutorial
Syndication is a tool for manufacturers to easily and efficiently get information to their partners.
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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.