Distribution

Resources for distributors considering how to grow revenue and margin

  • How to Grow Smarter in Electrical Products Distribution

    How to Grow Smarter in Electrical Products Distribution

    This infographic with an electrical parts distribution focus serves up industry statistics, myths that prevent growth and a lights up a new way to grow smarter.

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  • Distributor Grows Revenue $60 Million

    Distributor Grows Revenue $60 Million

    Learn how this industrial distributor used an AI-enriched solution to identify and deliver customer growth and retention opportunities for every account, boosting sales revenue by $60 million.

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  • Sales Call Planning: Isn’t there an easy button? (Part 2)

    Sales Call Planning: Isn’t there an easy button? (Part 2)

    Using AI for sales, B2B companies can make sales call planning easier - sellers need info to be more efficient and effective: which customers to call, what products to sell and what prices to quote.

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  • Sales Call Planning: Isn’t there an easy button? (Part 1)

    Sales Call Planning: Isn’t there an easy button? (Part 1)

    In part one of this two-part blog series, Max Ochoa will cover the B2B sales call planning activities that are distracting sales reps from spending their time with customers.

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  • Addressing the Skills Gap in Distribution and Manufacturing

    Addressing the Skills Gap in Distribution and Manufacturing

    This whitepaper offers up global statistics about how the workforce is rapidly changing, how this workforce transition will impact sales teams and how companies can proactively address this challenge.

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  • Getting Results from Your Digital Investments: Creating Your Digital Vision1:00:44

    Getting Results from Your Digital Investments: Creating Your Digital Vision

    Author Mark Dancer and Head of Regional Marketing for Newark Element14 Jeff Mills shares best practices for developing a digital vision and getting the most out of your digital investments.

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  • Distributor Overcomes M&A Pricing Complexity, Lifts Margin Rate 100 bps

    Distributor Overcomes M&A Pricing Complexity, Lifts Margin Rate 100 bps

    This case study reveals how this medical consumables distributor struck a healthy balance between market-aligned pricing and sales rep autonomy to improve margin rate by 100 basis points.

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  • MRO: The Emerging Role of Advanced Analytics in E-Commerce

    MRO: The Emerging Role of Advanced Analytics in E-Commerce

    This MRO distribution infographic depicts the current and future state of is B2B, what prevents companies from winning big in this industry, and how to lead the market as a distributor.

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  • A New Paradigm for Growth in Medical Consumables Distribution

    A New Paradigm for Growth in Medical Consumables Distribution

    This whitepaper serves up a new strategy for profitable growth in medical consumables distribution; one that overcomes decision complexity to drive P&L growth.

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  • How to Grow Smarter in Medical Consumables Distribution

    How to Grow Smarter in Medical Consumables Distribution

    This infographic offers up industry statistics, margin-killing myths and strategies to drive P&L growth in medical consumables distribution.

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  • Distributor Deploys Customer-Specific Price Optimization, Boosts Margin Rate 150 Basis Points

    Distributor Deploys Customer-Specific Price Optimization, Boosts Margin Rate 150 Basis Points

    This case study details how a leading European industrial distribution company implemented price optimization that resulted in a substantial increase in margin rate.

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  • How to Grow Smarter in Food Distribution

    How to Grow Smarter in Food Distribution

    This foodservice infographic serves up industry statistics, myths that prevent growth and a strategy to grow smarter.

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  • Profitability Challenges in Building Material Distribution18:30

    Profitability Challenges in Building Material Distribution

    In this 18-minute podcast, Glenn Colville, senior pricing consultant at Zilliant, sheds light on the approaches leading building products distributors leverage to drive smarter growth.

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  • [Video Case Study] Electrical Distributor Gains 250 Basis Points3:05

    [Video Case Study] Electrical Distributor Gains 250 Basis Points

    This $250 million distributor of electrical products knew there was opportunity to improve pricing and gain margin dollars, see how they did it.

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  • How to Overcome the Top Three Challenges in Distribution

    How to Overcome the Top Three Challenges in Distribution

    With so many nuanced and complex factors involved is B2B sales, it's hard to overcome decision complexity and small missteps can lead to significant losses.

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  • Distribution Dynamics: Its Time for a New Strategy for Profitable Growth

    Distribution Dynamics: Its Time for a New Strategy for Profitable Growth

    Distribution companies miss out on a wealth of revenue and profit in the existing book of business. This whitepaper explores why and offers up a new strategy.

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  • Automotive Parts Distribution Dynamics: Maintain the Road to Profitable Growth

    Automotive Parts Distribution Dynamics: Maintain the Road to Profitable Growth

    This whitepaper discusses the factors driving current industry conditions and how auto parts companies can use the data they already have to align B2B sales reps’ decisions with financial priorities.

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  • Auto Parts Distributor Shifts Pricing Approach, Strengthens Customer Satisfaction

    Auto Parts Distributor Shifts Pricing Approach, Strengthens Customer Satisfaction

    This case study covers a Fortune 500 auto parts distributor who implemented an AI-enriched price optimization solution to improve commercial pricing, resulting in a four percent gain in gross profit.

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  • MRO: Set a New Strategy for Profitable Growth

    MRO: Set a New Strategy for Profitable Growth

    The MRO market is highly fragmented, but M&A activity and competitive intrusions like AmazonSupply.com keep distributors on their toes. This whitepaper explores a new strategy for sales reps to sell.

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  • Whiteboard Video: A Tale of Two Distributors2:45

    Whiteboard Video: A Tale of Two Distributors

    This is the story of two high-level managers responsible for pricing at industrial distribution companies. Each had to manage prices and hit profit goals, but each took very different approach.

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