Distributors look to innovate through purchases | Staples wants deeper customer relationships | Beyond Meat's reach to widen through Sysco partnership
September 19, 2017
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Distributors look to innovate through purchases
Acquisitions by distributors these days are usually about safely adding innovation from the outside rather than through internal development processes, said Brent Grover and Steve Samek. Grainger's early e-commerce investments and Arrow Electronics' media buy are two such examples.
Modern Distribution Management (9/13) 
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Staples wants deeper customer relationships
Staples wants to grow through stronger customer relationships where the company anticipates needs and is prepared to meet them, says Mark Pickett, senior director for customer analytics. He says the "give the customer what they want" approach is insufficient today.
MarTech Advisor (9/15) 
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Is Your Technology Holding Your Employees Back?
Technology has spurred major productivity advances in all facets of business, from hosting meetings, to customer support, to payroll. Are you equipping your business with the technology needed for success? Discover the key to happy, productive employees and long-term business success.
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Operations and Technology
High-tech solutions face barriers to last-mile delivery
It's unlikely that drones and self-driving cars will deliver last-mile packages soon, partly because of the inflexibility of fixed infrastructure, Michael Coren argues. A McKinsey report, however, argues "that change will happen faster than many people expect."
Quartz (9/18) 
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Sales and Marketing
Tips for effective influencer marketing
Choose social influencers whose aesthetic fits your brand, and use metrics to track which social sites deliver the highest return on investment. Engage prospects using video, and create content that goes beyond selling to help your audience.
Canadian Business (9/14) 
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Salesforce updates its Analytics suite
Salesforce has added connector capabilities to its Analytics suite, allowing users to connect CRM systems with Google BigQuery and other data containers. Meanwhile, users can also preview AI-recommended changes to data fields, with an option to confirm changes with a single click.
DestinationCRM (9/14) 
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    The Business Leader
    Full-scale leadership development can benefit the bottom line
    Organizations that look to develop leaders at all company levels performed better financially than similar public companies that did not, according to an analysis by Development Dimensions International.
    Development Dimensions International (9/14) 
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    The merits of 1-on-1-on-1 meetings
    Next time you change managers, consider a meeting in which the employee meets with both the former manager and the new one to discuss the relationship history and work on a smooth transition, writes Lara Hogan, vice president of engineering at Kickstarter. This style of handoff provides an opportunity for everyone to speak and for the direct report to share his or her perception about the feedback given.
    Lara Hogan blog (9/14) 
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    NAW Insider
    At last, a sales and marketing approach that is actionable and measurable
    At last, a sales and marketing approach that is actionable and measurable
    Watch Barry Lawrence. This first-of-its-kind "Sales and Marketing Optimization" research study, with accompanying Sales and Marketing Framework wall map, provides 30 best practices for improving these critical business processes: market segmentation, value proposition, business development, sales process, and sales force stratification. Every distributor should adopt and execute these best practices successfully if the business is to adapt to the new realities in today's economy and still achieve competitive advantage.
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    Save up to 25%* on Hertz car rentals
    Save up to 25%* on Hertz car rentals
    Wholesaler-distributors save up to 25%* when reserving with your NAW Discount CDP# 55709. Add PC# 203260 to your reservation and save $5 per day, up to $153 off* a weekend rental. To reserve now, go online or call 800-654-3131. *Terms apply.
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    Magic happens when you go from being product-focused to customer-focused
    Magic happens when you go from being product-focused to customer-focused
    "Customer Stratification: Best Practices for Boosting Profitability" is a first-of-its-kind study that provides groundbreaking research, best practices from 68 real wholesaler-distributors, and 20 practical action steps ready to implement. Rather than focus on sales force communication, this cutting-edge research focuses on customer relationships and the value customers provide to distributors. It looks at four customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now.
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