How to Be a VP
Global Industrial’s Outlook on Merchandising
September 28 @ 12:00 pm - 1:00 pm EDT
Join us on the Sept. 28 episode of Wholesale Change when our guest will be Alex Tomey, the Senior Vice President of Merchandising for Global Industrial Company.
Global Industrial is a billion-dollar value-added industrial distributor. Global Industrial offers customers more than a million products — from material handling to packaging and supplies — including its own proprietary brands. Alex was previously the Co-Chief Merchandising Officer at Petco. Before that, he served as Senior Vice President and GMM of Merchandising at DICK’S Sporting Goods and has held merchandising leadership positions at major retailers including Kohl’s and Walmart.
We’ll ask Alex about his transition from retail to B2B, how he develops merchandising strategies for industrial and commercial customers, and the role of value-added services in differentiating Global Industrial from competitors.
How Distributors Use CRM Today
September 29 @ 12:00 pm - 1:00 pm EDT
Mike Marks of Indian River Consulting Group has partnered with Distribution Strategy Group to survey distribution decision-makers to understand their experiences with CRM – good and bad. We asked them questions about how they choose, integrate, drive adoption of and use CRM systems.
Join us for this free webinar, where Mike will share results and define the real-world state of play today in how CRM tools work. The session will provide a framework around the five core processes in any CRM that will provide participants with the insight to select, deploy and recognize the implementation pitfalls that can trap a distributor into pilot purgatory.
The guiding principle driving the framework is that CRMs exist to provide data to the sales representative so they can make better decisions on where to spend their time and what to do. In a fully deployed CRM, 80% of the information should come TO the sales rep and only 20% comes FROM the sales rep.
Use the framework to assess your own adoption position and identify the key actions to move ahead.
How to Optimize Distributor Profitability
October 5 @ 12:00 pm - 1:00 pm EDT
Distribution is the most purely competitive sector of the American economy. That reality makes it challenging to permanently and significantly increase profitability. The competitive nature of distribution also means that the difference between winning and losing is very small.
Despite the challenges, distributors can embrace approaches that drive higher profits in a way that competition cannot easily match. Join us Oct. 5 at 9 PT/12 ET when Al Bates will share the small changes that can be made in two key areas of the business to exponentially increase profit.