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Multiple pricing fields can help distributors market to new customers online, writes David Gordon, and coupons, rebates, shipping promotions and loyalty programs can make distributors more attractive to buyers.
Supply chain transparency means having a policy that "requires companies to know what is happening upstream in the supply chain and to communicate this knowledge both internally and externally," write Alexis Bateman and Leonardo Bonanni. They offer five steps for improving transparency, with the added benefits of improving employee recruitment, satisfying regulations and identifying inefficiencies.
Are you leveraging ERP to deliver for your customers? In the Amazon era of buy-anything-at-anytime, manufacturers and wholesale distributors must be able to deliver the same kind of experience for their B2B customers. In this report, explore why it is more important than ever to explore modern ERP — and why you should do it in the cloud.
Simon Green describes how to appeal psychologically to prospects with video storytelling throughout the customer journey, including provoking emotion at the top of the funnel to drive brand awareness. Videos for the middle of the funnel should display brand values and unique selling points, while videos aiming to convert should appeal to prospects' logic with content such as product demonstrations.
A healthy sales pipeline should resemble a cocktail glass, with a wide opening and an opportunity pool that retains the same basic shape after the first demo or significant milestone whittles the number of buyers down, writes Jeff Hoffman. Sales managers should make sure to remove prospects from the pipeline once they have become inactive for a period of about 30 days, adds Hoffman.
Teams and their leaders fail or succeed based on whether they hit their goals, so remind employees that while individual goals matter, they matter less than figuring out how to work together to achieve the big goals, writes Group Harmonics CEO Ed Muzio. "Listen carefully to anything having to do with your goals while pushing back ruthlessly on anything that sounds like A versus B," he writes.
Think of strategy as navigating a "dancing rugged landscape" where companies must be nimble, open-minded and able to recognize successful tactics, writes Chicago Booth adjunct professor Ram Shivakumar. "Successful organizations do not always progress in a linear fashion, but they tend to come back to a methodology that is open, flexible, and experimental," he writes.
NAW's groundbreaking research study, "Optimizing Channel Profitability: A Playbook to Align Manufacturer-Distributor-Customer Relationships," is distributors' key to implementing channel management best practices. Purchase copies for not only your internal team, but for your manufacturer partners, too. You'll find 24 best practices on channel design and management from actual distributors and manufacturers, 44 ready-to-implement action steps, and 38 real-world distributor and manufacturer examples to benchmark against. Act by Aug. 31 and you'll save 10% on every copy.
Two things are clear: major portions of the sales process will be digitized, and the sales force isn't going anywhere. What portions will be digitized and what new value-add will be created? What will remain in the hands of the sales force? Find out the answers to these questions and more by joining this cutting-edge consortium, and you'll be ahead of the rest of the industry. Get details and sign up by Aug. 31.
Billion Dollar Company CEOs, CFOs, operation executives, CHROs, CLOs, and CIOs attend these roundtables to benchmark solutions and strategies from distribution executives who are at the top of their game. The companies invited into this community are from distribution firms that exceed $1 billion in annual sales. Participating in this 24-hour, results-focused business meeting is one of the best ways to learn from your C-suite peers in distribution -- who aren't competitors! Register today.
