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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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
How to Grow Smarter in Food Distribution
This foodservice infographic serves up industry statistics, myths that prevent growth and a strategy to grow smarter.
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.
[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.
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.
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.
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.
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.
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.
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.
Building Material Distribution: Construct a Plan for Profitable Growth