Motion Industries overhauled its sales operations by surveying sales representatives and helping them use existing data in their work, Executive Vice President James Howe said at the National Association of Wholesaler-Distributors' Executive Summit. The company enlisted outside help with the transformation and made the difficult decision to cycle out salespeople "who didn't want to get on the bus," President Randy Breaux said.
Performance Food Group reported $12.84 billion in net sales for its fiscal second quarter, with the 87.6% increase resulting from its purchase of Core-Mark. Performance Food Group posted a profit of $8.4 million, down from a year earlier.
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Time slot management applications can help warehouses be better organized and prepared for arriving trucks, writes Chris Cunnane. Such applications are "more valuable when it is integrated into with other applications on a common platform such as warehouse- and yard management or visibility solutions," Cunnane writes.
Ongoing supply chain disruptions present an opportunity for distributors to revamp operations using artificial intelligence, automation and better cybersecurity, industry experts say. "Automation will not replace the need for human workers, but rather complement human activity in warehousing, trucking and other industries along the supply chain," says Kevin Beasley, chief information officer of VAI.
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The biggest priority for business-to-business marketers this year is creating a robust data strategy to cope with privacy-first policies, writes Mike Weir, chief revenue officer at G2. Weir explains four steps for success, including establishing a data culture and leaning into buyer intent data.
Talking with customers, former customers and people who buy from competitors can give you insight into what's working and what needs to change in your business, says Denise Lee Yohn in this blog post and video. "Hearing from customers in their own words humanizes them, personalizes their input and helps us develop empathy," Yohn says.
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Communication can be brief and effective when you clearly define the subject matter, explain why it's relevant, give key ideas and desired outcomes, and invite questions, writes Tanmay Vora. "Thinking about some of these aspects and having my thoughts written down in a notepad/card helped me structure my communication better," Vora writes.
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