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 […]
Category: Tom Gale
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 […]
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 […]
Momentum, Lingering Headwinds Mark 2022 Distribution Outlook
U.S. distributors recorded a record year in 2021 for revenues while protecting margins — in spite of continued pandemic and supply chain pressures in the back half of 2021. And the outlook for 2022 is positive as economic and market indicators point to “new-normal” disruptors stabilizing. Those are a few of the takeaways from the […]
The Argument for a Small Distributor Renaissance
“The higher-tech we get, the more we lose high touch.” That’s one of three reasons why Al Bates, principal of Distribution Performance Project and dean of financial performance benchmarking, sees opportunities emerging for smaller independent distributors in the current business cycle. (Listen to the podcast with the player below). The challenge, he says of these […]
