Finance & Strategy
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The ROI Case for E-Commerce
Research from the previously published annual 2015 State of E-Commerce Study indicates that more than 41 percent of distributors are generating less than 5 percent of revenue through e-commerce.
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Why Distributors Must Have an E-Commerce Site
B-to-B purchasing is experiencing a major shift toward a multichannel model with an online focus. Online firms, such as Amazon, have elevated our expectation of how a transaction is completed.
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What The Avengers: Age of Ultron Taught Me About Improving Distributor Profitability
Distributors tend to be experts in products and the market niches they serve. We often see distributors being very good at several aspects of the business. If there is a weakness (from another superhero, think kryptonite), it’s that marketing may not be a priority. Is marketing the kryptonite of your business?
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Making Money with Small Customers: Defeating the Profit Drag
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from serving all of them.
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Four Marketing Moves to Increase Profit
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization, lean production, and others. These practices, though not universally deployed among distributors, have created tangible efficiencies that manifest at the bottom line. While there is still more benefit to be realized…
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The 3 Elements of Building a Profit-Driven Management Team
Ask the best private equity investors, or for that matter, any acquiring company such as chains, vertical convergers or platform investors – even independent distribution acquirers – and they will tell you that human capital – leadership and management – is a key factor to consider in any investment opportunity.
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2012 State of Distributor Merchandising
Although e-commerce initiatives are front and center for many distributors today, in-store revenue remains essential. Yet most distributors with walk-in trade place limited emphasis on in-store marketing and merchandising.
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Segmentation by Net Profit for Customer Acquisition
Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets is one of the keys to successful new customer acquisition.
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Good Product Data: The Oxygen for Catalogs and E-Commerce
Good product data is crucial for any successful distributor catalog or e-commerce website. This includes accurate and complete specifications of products as well as clean photos, related items, and substitute products.
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Print Catalogs: Why They Are Alive and Well
Distributor measurements of effectiveness primarily include return on marketing investment, customer retention and lifetime value, and secondarily include share of wallet and internal rate of return. Furthermore, nearly 80 percent of distributors have gather customer feedback on catalog effectiveness.