Recent Articles

October 20, 2017 9:00 am
Ryan McShane and Claudia Pennington
We all have them, a go-to-person in our organization. You know the one. They have “been there” and “done that.” They know all the ins and outs and worked on the big a d little projects. What happens when your go-to decides to retire or move to greener pastures?
October 18, 2017 8:30 am
Andrea Olson
Too many mid-market manufacturing businesses still use data to support, rather than drive, their decisions. Here, Andrea Olson explains the importance of having the infrastructure in place to capture the right data and finding your data's value.
October 16, 2017 10:23 am
Paul Reilly
Millennials are different, so they buy differently. Salespeople struggle to manage this change. Here, Paul Reilly explains why instead of wondering why a Millennial customer won't buy the way you want to sell, you should be asking why you can't sell the way a Millennial wants to buy.
October 9, 2017 4:54 pm
Randy MacLean
Many managers are still using outdated and ineffective ideas and methods that can limit, or even eliminate their ability to deliver great results. Be sure you're not doing the same. Waypoint Analytics' Randy MacLean explains here.
October 5, 2017 9:00 am
Mike Hockett
With distributors citing a lack of support and increased prices from suppliers, it's no surprise that many distributors have been consolidating their supplier base in recent years. Here, ID editor Mike Hockett speaks with Chris Baby, CEO of single-source supplier SureWerx on the evolving dynamics between distributors and suppliers and the outlook for consolidation.
September 28, 2017 9:30 am
Steve Damerow
To keep up in the ever-evolving B2B landscape, sales and marketing teams need to work collaboratively to create smarter, more granular distribution channel sales and marketing strategies. Steve Damerow explains the common pitfall of having inaccurate or outdated customer data, and how to stay on top of it.
September 25, 2017 9:00 am
Michael Wilson
Like any other industry, the supply chain sector has lots of terms, terminology and old jargon used every day. But not all of it is fully understood, especially by new people in the industry. Here is a glossery of terms supply chain professionals — new and old — should know and understand.
September 21, 2017 9:10 am
Mike Marks
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September 20, 2017 9:55 am
Brent Grover
Evergreen Consulting's Brent Grover details what distributors must learn from what is happening in retail, and the parallel between it and distribution.
September 19, 2017 9:00 am
Claudia Pennington
You’re days away from launching a new or newly redesigned e-commerce site. Congratulations! Before you pop the cork on that champagne, use this list to start a conversation with your development partner to ensure you’re ready to launch.
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