Category: Distributors in the Digital Era

Distributors in the Digital Era
Going Beyond the Basics of Digital Innovation
Going Beyond the Basics of Digital Innovation-Distributors in the Digital Era #36

I am having many new conversations with distributor leaders now that my new research report, CEO Insights on Innovating the Distributor in the Digital Age, is published. This is always the case. I gather insights from many distributors as I research and write a new report, and then the report creates new discussions—some confirm my […]

Distributors in the Digital Era
Is Stress Impeding Your Ability to Drive Digital Change?
Is Stress Impeding Your Ability to Drive Digital Change?-Distributors in the Digital Era #35

Competing in the digital age requires distributors to have the right mindset about technology, opportunities and threats. Leaders and their teams must be able to embrace change, push their companies forward and still remain faithful to their customers and employees. On one hand, if one pushes too hard, it is possible to drive change too […]

Distributors in the Digital Era
Do You Have a Digital Partnership with Your Suppliers?
Do You Have a Digital Partnership with Your Suppliers?-Distributors in the Digital Era #34

Just as digital tools change the way that customers seek knowledge, make decisions and acquire products, so too will they change the way that manufacturers make plans to build awareness, strengthen their brands and design their channel programs and strategies. In my conversations with manufacturers, I find that their perception about the role of distributors […]

Distributors in the Digital Era
Lead in the Digital Age
Are You Ready to Lead in the Digital Age?-Distributors in the Digital Era #33

In my work with business leaders, I have found that success can be a trap. Leaders reach the top of their organizations by being successful, and they tend to equate the success of their business with their own knowledge and skills. This is undoubtedly true, but it is also a problem during periods when the […]

Distributors in the Digital Era
The Top Measure of CEO Success Is Developing Capabilities
The Top Measure of CEO Success Is Developing Capabilities-Distributors in the Digital Era #32

Building strong digital capabilities is the best result that distributor CEOs can accomplish for their companies. While the future of customer buying habits, the impact of disruption in distribution-intensive value chains, and the actions of manufacturers cannot be predicted with certainty, distributor CEOs can put concrete programs in place to strengthen their digital capabilities. Combined […]

Distributors in the Digital Era
What Do Customers Want from a Digital Distributor?
What Do Customers Want from a Digital Distributor?-Distributors in the Digital Era #31

Since my last blog post, I’ve had a few conversations with contractors that buy building products from distributors. They’ve yielded insights that resonated with my ongoing research as a Fellow with the NAW Institute for Distribution Excellence. They point to a few questions that all distributors should be asking of their customers as an input […]

Distributors in the Digital Era
You Can’t Beat Amazon by Acting Alone-Distributors in the Digital Era #30
You Can’t Beat Amazon by Acting Alone-Distributors in the Digital Era #30

I’m looking for ideas, questions, failures and stories about how distributors might compete in the digital age, defend their turf against disruptors like Amazon and offer customers new, innovative services. If you have any thoughts, please share them with me. My goal is to kick-start an active discussion of ideas among distributors and bring in […]

Distributors in the Digital Era
Is Your Digital Vision Holding You Back?
Is Your Digital Vision Holding You Back?-Distributors in the Digital Era #29

In research conducted for our upcoming research report on digital progress and strategic solutions, we found that a clear majority (more than 70% in our online survey) of distributor CEOs were either confident or very confident in the strength of their digital vision. We are both encouraged and worried by that result. On the plus […]

Distributors in the Digital Era
Developing a New Leadership Mindset
Developing a New Leadership Mindset-Distributors in the Digital Era #28

In our upcoming research report on digital progress and strategic solutions, we gathered insights from more than 100 distributor CEOs. We found that most could talk about their vision for the adoption and use of digital tools by their company, but there was also a dichotomy. Distributor leaders are confident in their digital vision, but […]

Distributors in the Digital Era
Are You Making the Necessary Capability Investments?
Are You Making the Necessary Capability Investments?-Distributors in the Digital Era #27

Across all of our research about getting results from digital investments, one essential requirement for success stands out: Successful use of digital tools requires proactive development of people and process capabilities. Digital tools change the way that work is done, and if a company’s people do not have the necessary knowledge and skills, guided by […]