Author: Mark Dancer, NAW Institute for Distribution Excellence Fellow

Getting the Most Out of CRM
10 Guiding Principles of CRM
Top 10 Guiding Principles for Designing Your CRM Selection Process

1. Pick a partner, not just a vendor. While it’s important to pick a CRM tool with appropriate features, it is also important to evaluate the CRM vendor’s business strategies and culture ….   2. Know your sales drivers. CRM delivers the best immediate value when it is aligned with the specific drivers that yield […]

Becoming a Digital Distributor
What are Digital Tools: A Guide for Wholesaler- Distributors
What Are Digital Tools: A Guide for Wholesaler-Distributors

Wholesaler-distributors have a very strong awareness of digital tools, but, as of today, relatively low experience, on average. We found that we often needed to provide a simple working definition of the six digital tools that were the subject of our research, and we provide them here for clarity.   E-commerce: buying and selling of […]

Becoming a Digital Distributor
6 Strategies for Competing with Disruptors
6 Strategies for Competing with Disruptors

Wholesaler-distributors are well aware that disruptors pose a strategic threat, and so are developing strategies to survive, compete, and prosper. Here are potential strategies for dealing with disruptors: It’s important to note that all of the strategies have a common thread: wholesaler-distributors must clearly define the solutions or services they offer customers delivered through a […]