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Does Your Value Proposition Need A Tune-up? How are your margins holding up? Is your selling strategy producing the results you expect? Are your key customers and suppliers questioning the relevance of your role in the supply chain? These are only a few of the hard-hitting questions distributors are struggling with in the 21st century. And the answer is . . . Unfortunately there isn't one easy answer to position your business for guaranteed success. However, one thing is certain; distributors that clearly understand, communicate and sell their unique value proposition to their supply chain partners will have a better chance at long-term success than those who don't. We
have developed a
seven-step process to help distributors understand and validate their
value proposition. <click>
to find out more |
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Value
Added Partners.com
A
free
online resource dedicated to demonstrating how distributors and
manufacturers work together to add value to their end user customers. The
site includes articles, case studies, sample documentation forms and a
wealth of other information about the many ways that distributors and
suppliers in the industrial distribution channel benefit the supply chain. |
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Do small and specialty distributors have a future stake in the new millennium supply channels? What's required for these important "gap fillers" to excel? Find out by getting your copy of our newest market research report . . . The Changing Role of Small Industrial Distributors. To get your free copy of this research report, please call WR McCleave & Associates at 704.892.4117. Neon
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 | Small Distributors Speak-out on Technology . . . "The E-train Has Left the Station. Are You On Board?" |
At the recent small distributor’s breakfast in Chicago, IDA distributors and manufacturers had an opportunity to address technology and its impact on the small distributor’s business. From their roundtable conversations and their moderator’s report, it’s obvious that small distributors are closely watching and cautiously assessing technology alternatives as we approach the new millennium. When it comes to technology’s impact on small distributors, the following thought probably best expressed the collective opinions of IDA’s discussion groups: "E-commerce scares the hell out of me! I can’t keep up. It cost’s too much. It can take away my value. I don’t want the small order."
download complete article in PDF format
| "Is Integrated Supply a Terminal Disease?" |
While integrated supply in its purest form is sound, short-term objectives of customers may be self-defeating in the long run. This article argues that integrated supply has to evolve into a more sophisticated approach to long-term productivity improvement and new market development. Otherwise it can be terminal for both customer and distributor.
This article was originally published by Modern Distribution Management newsletter (www.mdm.com).
download complete article in PDF format
COPYRIGHT © 2005, WR McCleave & Associates. All rights reserved.
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