Recent Articles

March 30, 2015 8:00 am
Gary Nuttall, President, Gray Tools Canada
Gary Nuttall, President of Gray Tools Canada, provides four examples of how distributors can take advantage their suppliers’ capabilities to foster closer relationships, which in turn will make them more relevant to their customers.
March 30, 2015 8:00 am
Tom Reilly, TomReillyTraining.com
Being perceptive is a necessary competency for sales success. Many opportunities that salespeople pursue are not immediately apparent. Here are some ideas to help you develop a sales radar.
March 27, 2015 8:00 am
Jim Pancero, President of Jim Pancero Inc.
With independent distributors competing against large wholesalers, and everyone competing against AmazonSupply, how does one stand out from the rest? Industry veteran and sales guru Jim Pancero shares his thoughts on the keys to staying ahead of the curve.
March 26, 2015 8:15 am
Anna Wells, Executive Editor
Motors and power transmission may seem like a fairly standard product category, but manufacturers of these products say technology is evolving – and so are distributor best practices.
March 26, 2015 8:15 am
Mike Hockett, Associate Editor
Social networks have been around nearly a decade, but industrial distributors are only recently joining in. Is it appropriate for you? ID spoke with Dr. Kathryne Newton, Dean of University of Innovative Distribution and professor at Purdue University, to get her thoughts on the matter.
March 25, 2015 8:15 am
Darrell Sterling, Johnstone Supply Regional Sales Manager
If a picture is worth 1,000 words, then what is a video worth? How do you incorporate videos into your business to aid with sales? Here some places to start.
March 24, 2015 11:03 am
Joakim Ahlstöm
When fears are prevalent, openness and creativity are replaced by ‘watching your back’ and ‘looking good,’ and when those drive you, you will never truly succeed.
March 24, 2015 8:50 am
Steve Deist, Partner, Indian River Consulting Group
The near-term financial rewards of transitioning to a market-driven sales force can be substantial. The longer-term impact may be even more important: a sustainable model that supports ongoing productivity improvement and is far more adaptable to the future.
March 23, 2015 10:44 am
Jack Keough, Contributing Editor
ID contributing editor Jack Keough discusses Fastenal's 2014 – in which it closed 52 stores and opened 24 – as well as the factors that impacted revenue last year and will continue to going forward.
March 23, 2015 8:56 am
Kari Imberg, Associate Editor
Grainger Show 2015's seminar, “Avoiding OSHA’s Top 10 Safety Violations,” provided insight on the most frequently issued citations in 2014 and gave industry best practices for reducing those hazards.
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