Whom to support? The rep alignment dilemma ... whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? It's complicated, and channel consolidation and channel … [Read more...] about The Rep Alignment Dilemma for the Industrial Channel
Insights
The Road to a New ERP System
Deciding on an ERP system is one of the most challenging decisions for an Industrial distributor given its impact on business operations … everything from easy of doing business, ability to integrate with other tools, access to information, cost (acquisition, maintenance, training, productivity) let alone it touches every person who interacts with a company … associates, … [Read more...] about The Road to a New ERP System
10 Tips for Recruiting Talented Candidates for the Industrial Channel
One of the areas where we hear companies are continuously challenged is recruiting quality people that have some experience with the Industrial industry and targeted product categories. It's usually not too difficult to find people with specific skill sets. The challenge is finding people with a combination of the right skill sets. And while recruitment is a challenge in … [Read more...] about 10 Tips for Recruiting Talented Candidates for the Industrial Channel
Ecommerce Pricing is one of the biggest challenges Industrial Distributors and Manufacturers Face
The struggle with pricing your products online as an Industrial Distributor is never ending, but there is hope. Many manufacturer and distributor online teams attempt to use SEO, SEM, and paid search to drive traffic to their site, but then fail to covert that opportunity into a sales event. As a B2B distributor pricing leader I found one of our toughest struggles was pricing … [Read more...] about Ecommerce Pricing is one of the biggest challenges Industrial Distributors and Manufacturers Face
Driving Industrial Distributor Profitability Through Operational Efficiency
The past year has proven we are back to pre-pandemic industry growth rates and in many cases flat to single digit declines. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate … [Read more...] about Driving Industrial Distributor Profitability Through Operational Efficiency
