Sales teams drive online sales and become invaluable customer consultants by Dean Mueller, October 19. Distribution Strategy Group Research shows that inside and outside sales teams along with customer service drive 59% of online sales In a previous role in a distribution company, I discovered…

The sharp increase in online engagement with customers in March and April 2020 was more than just a one-off blip due to COVID-19. More and more surveys are emerging that are reinforcing the idea that while COVID-19 spurred the shift to digital, neither businesses nor their customers in B2B see a full return to how things were done pre-COVID-19.

Uncomfortable, Inescapable E-Commerce Truths by Ian Heller, May 27, 2020. Distribution Strategy Group Distributors spend fortunes standing up websites that will never work. Watch the video. I think a good rule of thumb for distributors is that you can’t complain about your e-commerce failure if…

by John Gunderson, March 16, 2020. MDM, Competitive Intelligence for Wholesale Distribution COVID-19 is quickly altering distributor-customer interactions, but MDM’s John Gunderson says sales process continuity remains important. Manufacturers will partner with distributors who can deliver their value digitally over those that can’t. I thought...

by Susan Bloom, for IMARK NOW Electrical, Summer 2019 In the most recent IMARK Electrical NOW e-magazine, five members (four of them Second Phase customers) were interviewed about the challenges and opportunities in bringing their e-commerce channel to market and “why distributors who don’t offer…

by Scott Bebenek & Jonathan Bein, Ph.D. 2019,  Real Results Marketing “We have to get used to the idea that at the most important crossroads of our life there are no signs.” – Ernest Hemingway The distributor is no stranger to coming upon crossroads throughout their business’s life span….

Manufacturing and distribution are reaching a tipping point for e-commerce-driven revenue, where those who are not invested in it will fall critically behind. Click to read the full article by Elizabeth Galentine on the Modern Distribution Management website