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Wholesale Distribution Strategy: Are You Promoting Your Business in all the Wrong Places?

How distributors can align the right messages with the right customers in the right places. As a distributor, you know that customer-facing business documents provide an excellent opportunity to promote your business. Your existing customers are the best source for growing sales, so it’s a no-brainer that you whenever you send a document to one […]
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Smart Manufacturing, the Death Knell for ERP

There are many aspects of smart manufacturing and its promises of improved business performance that may lead some to the opinion that the role and contribution of ERP will progressively diminish over time as the means to apply smart manufacturing and Industry 4.0 concepts continue to become more readily available to the marketplace. The thinking […]
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Customer Stratification for Manufacturers: When Cost to Serve Exceeds Profitability

Best Practices for Boosting Sales Margins. A survey by Earnest & Associates (E&A) has affirmed the critical need for distributors to spend less time with their poor, profit-draining customers – a key to boosting sales margins. Over one hundred decision makers at small to medium sized businesses (SMBs) in the wholesale/distribution trade participated in the […]
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Customer Stratification: a powerful pathway to profitable growth

One of the core themes from the 2023 NAW Executive Summit was that businesses must shift focus from top line revenue and market share growth to creating strategies for promoting growth with profit. The post-COVID economy taught businesses a harsh lesson – without sufficient liquidity, companies cannot navigate and adapt to market disruption. As a result, businesses […]
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Customer Experience Transformation: A Roadmap for Distributors

Creating an experience that keeps your customers satisfied and loyal to your distribution business requires more today than it did 20 or 30 years ago. Back then, proximity alone generally meant customers were unlikely to defect to a competitor. Today, customers are more educated with more choices than ever, and they are swayed by criteria far […]
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The Next Frontier of the Wholesale Distribution Industry

Key Themes from the NAW 2023 Executive Summit At the recent NAW Executive Summit, one overarching message was clear: the next frontier of the wholesale distribution industry will require pioneering business leaders to navigate a still uncertain future with a steady hand and a willingness to adapt. For three days, attendees mingled, networked, and collaborated […]
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4 Ways to Increase eCommerce ROI with Customer Stratification

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Control Costs to Drive Profit

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SPEED Up Sales and Profits in 2023

How Companies Can Capitalize in a Challenging Economy. SPEED* is a methodology defined by the National Association of Wholesaler-Distributors (NAW).  Leveraging the insights gained from a Customer Stratification analysis, SPEED can help your wholesale/distribution business grow sales more profitably and sustainably in 2013, as follows: Start by modeling what your Core customers tend to buy from you. Then, […]
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How Empowered Companies Regain Control of Their Sales Processes

A survey by Earnest & Associates (E&A) has affirmed that price haggling remains a problem in the wholesale/distribution industry. Over one hundred decision makers at small to medium-sized businesses (SMBs) in the wholesale/distribution trade participated in the survey. 61% of respondents agreed with the statement, ‘Too many customers haggle with us over price’. In fact, […]