Using M&A to Change Paradigms
Every year there is much talk about M&A (mergers and acquisitions). Some companies forecast it into their budget. For some it is part of their culture to always be seeking […]
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Channel Strategies
Distributors. Has Amazon Business Been Good for You?
Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they
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Protecting Price and the Channel in an Online Marketplace World (Amazon)
Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space. Barely a meeting goes by with a manufacturer where the topic of \”what
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eCommerce Creating a Distribution Dividing Line?
For the past few years many have talked about eCommerce and have made investment plans. Now a number of these investments are coming to fruition and the conversation is evolving
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Grainger Keeps Motoring Along; Amazon Business Out of Sight?
Grainger shared its 2018 Q2 performance earlier this week and, given their industrial MRO focus, highlighted continued strength in this customer segment. And while they are not focused in the
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Websites and Your Coffee
Recently there have been a number of distributors who have launched upgraded websites with eCommerce capabilities. Reportedly launch times range from 4 to 28 months … and maybe more (Kirby
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Challenging Convention, Embracing Disruption. Tomorrow\’s Marketing Groups?
Last month the recurring theme at the NAED National was disruption. And one of the sessions’ speakers posed the question to consider of “what if?” Earlier this month I presented
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Revenue Generation, Content Key Takeaways from B2B Online Conference
eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance
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Digital Distributor Starts with eCommerce Product Content
The term \”digital distributor\” is starting to be used more repeatedly. Granted it can be a consultant\’s way to drum up business but it\’s becoming a term used to express
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How Distributors are Adapting to Changing Buyer Demands
Customer expectations are changing how distributors are doing business. They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a
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