Recent Articles

August 12, 2015 8:51 am
Industrial Distribution Staff; Sponsored by UPS
UPS recently embarked on a study of the behaviors, preferences, and perceptions of industrial products buyers and they uncovered some interesting trends on how “customer experience” is really coming to the forefront of the loyalty equation.
August 14, 2015 9:42 am
Lee Nyari, Managing Partner of The Innovative Pricing Group, LLC
Why do B2B distributors fall short of charging prices that capture their true market value? In Part 2 of this article, Lee Nyari provides a four-step process to developing a value-based selling capability.
August 12, 2015 8:45 am
Kerwin Everson, Vice President, Supply Chain Solutions for RMG Networks
One innovation that companies often overlook is using digital signage for rapid, accurate communication that helps improve supply chain velocity. See how digital signage can help improve efficiencies in distribution centers, warehouses, and beyond.
August 11, 2015 10:36 am
John Bek, Industry Solutions Principal – Wholesale Distribution at NetSuite
The purchasing role at a wholesale distributor is a particularly fraught and arduous position. NetSuite's John Bek sorts out the top priorities for this position and everything purchasing officers need to be aware of.
August 10, 2015 8:54 am
Lee Nyari, Managing Partner of The Innovative Pricing Group, LLC
Why do B2B distributors fall short of charging prices that capture their true market value? ​In Part 1 of this B2B distributor's guide, Lee Nyari discusses how allowing sales reps to act as individual pricing managers can result in excess discounting.
August 7, 2015 8:13 am
Barrett Thompson, General Manager of Pricing Excellence Solutions at Zilliant
3D printing is already having a large impact on overall manufacturing, but its potential in industrial distribution is still up for debate. Zilliant's Barrett Thompson weighs in on how the technology will affect industrial distributors' everyday practices.
August 6, 2015 8:30 am
By Merilee Kern, Executive Editor, The Luxe List
Far too many companies are churning out traditional sales lingo laced with fluff and vague, or entirely overinflated, claims, spending paltry little time and energy establishing credibility with prospective customers.
August 3, 2015 8:17 am
Kae Williams, General Manager, Exact U.S. Cloud Solutions
To remain relevant and competitive, wholesale distributors need to stay on top of the latest innovations and technology developments while maintaining the strongest reputation possible. Here are three tips to get ahead of the competition.
July 31, 2015 8:18 am
Paul Reilly, ReillySalesTraining.com
How do you follow up with customers without annoying them – especially unresponsive ones? Sales guru Paul Reilly provides tips on the right way to pursue the customer.
July 30, 2015 9:13 am
Stewart Applbaum, SVP and General Manager at Infor
With Millennial employees expected to exceed Baby Boomers this year, Infor SVP and general manager Stewart Applbaum gives five tactics to help prepare your business to succeed with the next generation of customers, partners, and employees.
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