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January 24, 2013News for the wholesale distribution industry

  Top Story 
See the results: Independent analyst ranks top ERP vendors
Info-Tech, the fastest-growing North American IT analyst firm, just released its ERP Vendor Landscape Report. The study put over ten of the top ERP providers to the test in key areas, including: vendor strength, product flexibility, and architecture. Who are the top innovators? What technologies are trending? What capabilities are must-have? Find out now.
  Operations and Technology 
  • Why social and mobile technology will revolutionize the supply chain
    Social and mobile technology will play a crucial role in the future of supply chain operations, writes Travis Parsons, CTO of Cloud Logistics. "It's people that manage a supply chain, and social provides the platform for all these people to connect in a single place," he writes. Mobile and social technology allows supply chain professionals to remain connected and in the loop at all times, Parsons writes. Logistics Viewpoints blog (1/22) LinkedInFacebookTwitterEmail this Story
  • How to assess customers, suppliers before you make the deal
    Risk management requires looking into not only your customers but also your suppliers. A good supplier must be able to fulfill its duties and remain financially solvent, notes Christopher Smith of SAIC. "Maintain the ability to cancel a contract in the event of non-payment for a customer, or non-performance for a supplier, so if necessary, you can achieve the easiest dismissal possible," he advises. IndustryWeek (1/17) LinkedInFacebookTwitterEmail this Story
  • CIOs to confront increasing role of digital tech in 2013
    Digital technology is becoming a dominant force in the development of next-generation business models, but enterprises have yet to realize more than half of its full potential, according to a 41-nation survey of more than 2,000 executives. The poll, conducted by Gartner, reveals an emerging dual leadership model in which chief information officers will be challenged to expand IT's strategic business role by applying mobile, Big Data, cloud and other technologies amid stagnant or shrinking budgets. eWeek (1/21) LinkedInFacebookTwitterEmail this Story
  Sales and Marketing 
  • Why you need a sales-development team
    One way to get your company's sales and marketing departments on the same page is to create a strong sales-development team, writes Dayna Rothman. The members of this team "have one exclusive focus: to review, contact, and qualify marketing-generated leads and deliver them to your Account Executives." It's important to look for sales-development representatives who are good at talking on the phone, she notes. Marketo/B2B Marketing and Sales Blog (1/18) LinkedInFacebookTwitterEmail this Story
  • B2B "transmedia" storytelling can be rooted in the real
    "'[T]ransmedia storytelling' holds much promise in helping B2B marketers think more deeply about how they connect their marketing and communications efforts," writes Sam Ford. The distinctions between B2C and B2B transmedia were pondered at a conference by the Transmedia Branding Research Group, which came out of the Annenberg Innovation Lab at the University of Southern California. Ford writes that B2B marketing can be more reliant upon real people, and can be set in a real-world context. The B2B world can create interest in the people behind the scenes, and emphasize expertise, not just the product benefits. Fast Company online (1/18) LinkedInFacebookTwitterEmail this Story
  The Business Leader 
  • Don't guess what motivates your employees -- find out
    Motivation cannot be a guessing game -- you need to learn about your employees and then use an approach tailored to each of them, writes management consultant Chris Young. "The best results come when you are in tune with those who fit their jobs and love what they do," he writes. Appreciation and communication are key, but both should be with the employee's needs in mind, not yours. Human Capital Strategy Blog (1/21) LinkedInFacebookTwitterEmail this Story
  NAW Insider 
  • What is the "hidden" value of written-off receivables?
    A typical balance threshold for suit is $5,000 and above. However, because of the rising costs in litigation, bankruptcies, and unsatisfied judgments, many companies are increasing the threshold to $10,000 and above. This policy creates a "sweet spot" for balances below that threshold. Learn more about what you can do to address this. LinkedInFacebookTwitterEmail this Story

  • Groundbreaking book: Customer Stratification -- Best Practices for Boosting Profitability
    This first-of-its-kind study provides you with 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 their distributors. This study looks at these customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now. LinkedInFacebookTwitterEmail this Story

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