Recent Articles

February 24, 2017 9:03 am
Gary Brooks
Research shows that 35 percent of manufacturers get more than half their annual revenue from after-sales service, but only 12 percent say it’s a key differentiator for their business. This means that revenue and profits from after-sales service could be a potential game-changer for manufacturers and distributors experiencing a drop in new product orders.
February 21, 2017 9:03 am
Jill Anonson
One tried-and-true way for distributors to encourage customers to do business with them rather than the competition  is through incentive travel. If you use incentive travel to incite growth, ask these questions to evaluate your strategy and maximize the engagement and ROI your travel program delivers.
February 17, 2017 9:07 am
Scott Webb
Today's B2B buyers want to engage with distributors and manufacturers in a streamlined, customized fashion. Therefore, if distributors don’t integrate the right technology to perfect digital offerings soon, they’ll risk falling farther and farther behind to more innovative competitors.
February 14, 2017 9:17 am
Lisa Rose
There's lots of talk among industrial product companies about selling value. Where and how do you find salespeople who can? The Brooks Group's Lisa Rose explains here.
February 14, 2017 11:15 am
Fred Mendelsohn
Distributors run into contract issues on a regular basis. Here, Fred Mendelsohn discusses the classic "battle of the forms" that often arises and provides a real case example of how such a situation was resolved.
February 13, 2017 9:23 am
Alex Moazed
Alex Moazed discusses why industrial distributors — regardless of size — shouldn't underestimate Amazon's impact on the market as it becomes increasingly involved in B2B supply.
February 10, 2017 9:11 am
Markus Pfeifer & Philipp Niemann
Markus Pfeifer & Phillip Niemann discuss how having a corporate market intelligence unit can be the ideal way to capture and connect internal with external information.
February 9, 2017 9:07 am
Mike Hockett
Learn the story of Ramsey, MN-based B&F Fastener Supply, which has had tremendous growth since its 1988 founding, especially over the last four years. It's currently in the midst of an 8-year CEO transition plan that has the company poised for continued growth well into the future.
February 6, 2017 9:50 am
Patrick Foster
E-commerce is big business, and it relies on the right distribution channels and models in order to succeed. How are current, outdated models holding retailers and e-commerce brands back? How can we fully embrace the omnichannel retail environment? Here are some challenges that businesses face in the current climate — along with some potential solutions.
February 3, 2017 9:13 am
Mike Hockett
ID chatted with Simon Bhadra, a senior marketing manager for UPS's industrial distribution segment, to get his ideas on current and future industry trends regarding mergers & acquisitions, e-commerce, technology and buying behavior.
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