Other content in this Stream
Distributor Grows Revenue $60 Million
Learn how the company found a way to maximize its share across the entire customer base – and boost revenue by $60 million.
Sales Call Planning: Isn’t there an easy button? (Part 2)
In last Thursday’s post, we discussed how pre-call research can eat up a sales person’s time that might be otherwise spent in front of customers. The more efficient we can make each and every...
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 activities that are distracting sales reps from spending their time with customers.In my time in sales and sales management, I...
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 focuses on one of Europe’s leading industrial distribution companies and how a blended approach to pricing led to substantial improvements 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 explains how an auto parts distributor used price optimization and predictive analytics to improve customer understanding of prices, improving customer satisfaction and margins.
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.
Leading Metals Services Company Increases Margin Dollars by $20 Million
One of the world’s largest metal distributors of steel and aluminum bar, tubing and plate products needed to improve margins and revenues, but in this complex industry, that was easier said than done.
Food Distribution: Pricing Refresh Overcomes Cost Volatility