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Category: Strategy
Podcast Guests Reinforce 2022 Outlook, Importance of Tech and Analytics
Distributors entered 2022 amidst a bullish and relatively rosy outlook. Having weathered many of the economic and supply chain crises brought on by the COVID-19 pandemic, most signs point to opportunities for companies to recover and thrive in the new year. (Fourth-quarter financial results from 2021 suggest that recovering and thriving is already well underway.) […]
Grainger’s Business Models Incorporate Strategies that Embrace the Future
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Global Industrial Outlines 2022 Strategy Focus
Global Industrial has been on a repositioning journey over the past five-plus years. It divested international technology distribution operations to focus on its North American industrial business, rebranded under the Global Industrial name, and has driven a hybrid sales model of direct sales supported by a digital and multi-platform marketing platform. So it was good […]
Partnership Skills for Industrial Buyers and Sellers (Part 2)
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Partnership Skills for Industrial Buyers and Sellers
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Deep Dive: In Pursuit of Proximity
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How 4 Distributors are Building Supply Chain Resilience
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White Cup Exec Outlines KPIs to Improve Customer Approach, Grow Margins
The wholesale trade industry experienced an impressive 2021 in the shadow of lingering disruptions caused by supply chain issues and the protracted COVID-19 pandemic. Despite those headaches, the industry pulled in more than $7 trillion dollars in revenues — a 22% increase over the prior year — as 2021 ended an exceptional demand year for […]
Amidst Gangbusters Job Market, Employers Must Do More to Attract, Retain Talent
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What Labor Shortage? Technology-Enabled Sales Teams Don’t Miss a Beat
Lately, distributors tend to have less trouble finding leads than the manpower to capture them. For the fourth quarter of 2021, 65% of business economists reported an increase in sales, but 57% reported experiencing labor shortages, according to the National Association for Business Economics January 2022 Business Conditions Survey. Why this imbalance? The Washington Post […]
What Labor Shortage? Tech-Enabled Sales Teams Don’t Miss a Beat
Lately, distributors tend to have less trouble finding leads than the manpower to capture them. For the fourth quarter of 2021, 65% of business economists reported an increase in sales, but 57% reported experiencing labor shortages, according to the National Association for Business Economics January 2022 Business Conditions Survey. Why this imbalance? The Washington Post […]
Pricing, Sales, Profitability Top Priorities for Data Analytics
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Collaboration Will Define Competitive Advantage
At the MDM Digital Distributor Summit in 2019, AgoNow CEO Larry Davis gave a presentation on digitizing your customer journey. He cited a number of research sources documenting the digital migration of industrial customers in their buying processes — and this was prior to the sea change of 2022! So it was a good time […]
NAW Summit: Distribution Execs Get In-Person Glance at 2022 and Beyond
In the frigid Nation’s Capital, the National Association of Wholesale-Distributors made a triumphant return to an in-person conference this week during its 2022 Executive Summit. The now-unusual nature of a live, in-person gathering was evident, especially based on the commentary of attendees and presenters. Yet attendees, sponsors, headliners and support staff excitedly leapt back to […]
Traditional Budgeting and Forecasting Don’t Cut It Anymore
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Inventory Balance and Supply Chain Insight Elevate as Strategic Assets
When the pandemic began almost two years ago, the distribution industry struggled – like every other sector – to adjust overnight. Companies pivoted to adapt to COVID-related shutdowns while rapidly managing inventory to meet then-uncertain demand, says Peggy Carrieres, vice president of global sales enablement and supplier development for global electronic components distributor Avnet, in […]
Modernizing Channel Relationships: There’s an App for That
An increasing number of digital platforms are emerging across distribution verticals, each with a unique value proposition. One example is a start-up called Factrees, which last month emerged from stealth mode with an AI-powered platform intended to digitally transform and modernize how business partners connect on the selling side in the construction products channel. In […]
The Critical Need for Joint Planning in 2022
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3 Ways Distributors Can ‘Feel ‘22’ and Build a Better Experience
As we move into 2022, I’m frequently asked how distributors should be thinking about the year ahead. My normal (short) answer is to say, “I don’t know.” With the pandemic, so much has changed in the past two years, and still much has remained the same. But maybe the more accurate answer is, “I don’t […]
