Distribution Industry News
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Wholesale Change Show: The Real Reason Digital Fails: It’s Not Because CEOs are Dinosaurs (October 7, 2020)
Successful ecommerce in B2B is wildly more complex than in retail. Multiple users, workflows, e-procurement, punchout, email-to-order conversion and many more challenges make it tough to succeed.
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Wholesale Change Show: High Tech vs. High Touch – The Future-Proof Distributor is Both (September 30, 2020)
In this episode we explain why the old assumption that distributors can be “High Tech” or “High Touch” is a destructive myth.
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Blockchain in Supply Chain Management: Why You Should Care
This post summarizes some of the key findings in the second report based on our research for the National Association of Wholesaler-Distributors into how technology will transform the wholesale distribution industry.
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Reducing Product Returns: Treat the Cause, Not the Symptom
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
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Wholesale Change Show: Get Over the Small-Order Hurdle (September 9, 2020)
There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.
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Wholesale Change Show: Selling Value, Not Price (September 2, 2020)
Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.
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Only Bad Leaders Qualify for ‘Undercover Boss’
If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are not prominent in your own company and you aren’t a leader.
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Wholesale Change Show: Many Unhappy Returns (August 26, 2020)
Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.
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Wholesale Change Show: Facing the Dreaded Challenge of Product Data (August 19, 2020)
Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.
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Wholesale Change Show: The White Cap Construction Supply Group Deal (August 12, 2020)
This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.