5 Ways to Manage Discounts in B2B Distribution
How is discounting analogous to a Damien Hirst painting? Darius Fekete explains.
How to Gain Profit Stability by Investing in Your Aftermarket Business
A healthy aftermarket service business offers commercial stability in periods of high market volatility. This has played out time and again, including in the current COVID-19 pandemic environment, with companies who maintain the highest share of aftermarket service business able to retain the highest profitability (see below chart). The economic impact on those companies is […]
The Case for Digital Transformation in Distribution
Every week that passes brings more evidence that B2B distribution is on a collision course with digital natives. Amazon’s division selling to businesses and governments recently announced B2B and B2G sales of $10 billion annually making them as big, or bigger than Grainger. Amazon also predicts their business sales will reach $25 billion by 2021. […]
How Distributors Can Maximize Profit with Intelligent CPQ
In today’s digital marketplace, B2B customer expectations are rapidly changing and new technologies continue to emerge. Distribution companies that take action to disrupt their current commercial processes and embrace the change that new technologies bring can realize significant advantages over their competition. Over the last several years, Configure-Price-Quote (CPQ) solutions have been the new buzz, […]
How to Integrate Channel Management for Maximum Margin
The speed of business is at an all-time high in today’s digital economy and the implications of such a fast-paced environment are especially pressuring to manufacturers of high tech.