Recent Articles

March 10, 2017 10:44 am
Jeff Guritza
All sales organizations use a baseline set of metrics: sales, gross margin, profit dollars, etc. Beyond this rudimentary prerequisite, there is a multitude of more creative metrics that support strategic decision-making. And better-informed decision-making always leads to more consistent, repeatable sales success. Jeff Guritza explains here.
March 10, 2017 9:20 am
Apex Supply Chain Technology
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March 9, 2017 9:08 am
Mike Hockett
Learn about the story, capabilities and culture of New Berlin, WI-based Rundle-Spence Manufacturing Co. — a family-owned and tech-savvy plumbing/industrial/heating distributor that has been in business since 1871.
March 9, 2017 9:09 am
Brian Gardner
SalesProcess360 founder Brian Gardner discusses shifting your focus to the front end of the sales cycle and how viewing the sales process as a feedback loop instead of a series of one-time events will help you make crucial pre-quote touch points with potential customers.
March 7, 2017 9:38 am
Darrell Sterling
Many distributors view customer training as a necessary evil. But when training is irresistible to contractors, it can work wonders for your business.
March 2, 2017 9:55 am
Mike Hockett
ID's annual Watch List highlights a group of industrial distributors that are too small to make our Big 50 List, but that have shown growth and improvement worthy of recognition. ID implored the input of a handful of well-known industrial supply associations and buying groups to find these distributors.
March 2, 2017 9:13 am
Tisha Danehl
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February 27, 2017 9:16 am
Jeff French and Rudolph Smith
President Donald Trump has been busy during his first five weeks in office, making proclamations and signing executive orders that dramatically alter U.S. policies on trade, manufacturing, health care, transportation and the environment. Here’s an analysis from Grant Thornton's policy team on how Trump’s actions impact four key areas.
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.
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