B2B e-commerce platforms can take multiple forms, as seen with Zoro's hands-on management approach compared with Amazon's wide-open marketplace, says Tracy Buelow, senior director of business development at the Grainger unit. Buelow offers several tips for distributors in building e-commerce partnerships, including the need to regularly invest in the channel and understand how your brand is featured.
Home Depot reported a 25% jump in overall sales and US same-store sales in the fourth quarter, as the pandemic continued to spur spending on home projects. Digital sales were up 83% for the quarter, while net income also increased.
At least 14 technologies are likely to transform the logistics sector, says Scott Sureddin, DHL Supply Chain's CEO for North America, including robotics and artificial intelligence. "We strongly believe in the power of technology to significantly boost productivity, increase efficiency and give companies better visibility and forecasting ability," Sureddin says.
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The concepts behind lead generation might seem simple, but Jake Eisenberg explains some of the nuances to consider. In addition to providing an enticing offer, it's important to qualify each new lead, nurture potential customers through their buying journey and remember to track your key performance indicators.
Digital advertising too often targets loyal users instead of new users, which can boost clicks but not new sales, writes MIT's Sinan Aral. In two case studies, Procter & Gamble and Unilever cut their digital spends but still saw sales growth by using granular data to focus on new prospects.
See emerging commerce trends. Join us on March 3rd to hear the most surprising insights from Salesforce's State of Commerce report, as we reveal trends from nearly 1,400 commerce leaders and 1 billion customers. Register for the webinar
The iPhone made Apple what it is today, but it only emerged after Steve Jobs initially resisted the idea internally, then tried to tell Corning CEO Wendell Weeks how to design glass. Organizational psychologist Adam Grant shares advice on how to win over skeptics, narcissists and arrogant bosses, using examples from Jobs' career.
Leaders who wish to effect change must select a strong "change engine," whether that focuses on internal incubators, agile teams or a full-scale transformation function, according to J. R. Maxwell and Kirk Rieckhoff of McKinsey. "Avoid the illusion of quick wins; focus instead on speeding up decisions, making tangible progress, and using that to show change can happen," they write.
Get your free copy of NAW's brand-new research report, "Forces of Disruption and Strategic Responses," written by Ian Heller of Distribution Strategy Group. In this first of seven research reports in NAW's 2021 series, "Adding Value in a Post-Pandemic World: New Leadership Strategies for Distributors," Heller provides the framework for how wholesaler-distributors can formulate strategic responses to the forces of disruption within the industry. Download your free copy, which is sponsored by Oracle Netsuite.
During this 90-minute open discussion, you'll exchange ideas with a trusted network of C-suite peers in distribution. Companies belonging to this community are from firms that exceed $1 billion in annual sales. There is no formal agenda or speakers -- just you and more than a dozen of your friends in distribution discussing today's pressing issues. Last year, participants shared how they were protecting their employees during the pandemic and more. Don't miss this opportunity. Register today!
The pandemic is forcing many distributors to reevaluate their supply chains to create more resilient models. At the heart of "Optimizing Channel Profitability" is a common ground for distributors and manufacturers to focus on making a one-to-one connection among a supplier's channel compensation, a distributor's capabilities and customer value, all leading to a process where all three entities can have constructive, objective dialogue rather than subjective, selective fault-finding. If you're looking to strengthen your value proposition post COVID-19, this resource will help.
