From the NAW Blog:
How do you plan when all certainty has gone out the window more than once in the past year? Even with an end to the pandemic in sight, distributors may be looking at their 2020 business plan and wondering if it’s even worth putting a plan together for 2021. It’s tempting to stay light on your feet and be ready to pivot.
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From the NAW Blog:
As companies build their plans for growth in this new year, it’s a good time to leverage sales analytics to build actionable sales goals. Sadly, for many distributors, sales planning has historically been anecdotal, intuitive and virtually data-free. Aside from knowing what a customer (or group of customers) bought last year, and then guessing at how that might change this year, there is painfully little insight to identify, organize, drive and measure the daily activities that actually accelerate profitable, organic growth.
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From Link Magazine:
For decades there has been the argument that much of the work taking place in large office spaces could be accomplished from home. Businesses were loath to test the theory for fear that there would be a reduction in employee productivity, but now, out of necessity, more and more businesses are realizing that the opposite is true. Employees are embracing the challenge; with Covid here for the foreseeable future, working from home effectively is one way to help your business survive.
From the NAW blog:
It’s no secret that contracts are a great way to secure valuable business for distributors. For many companies, they account for a significant portion of annual revenue and are critical in bringing in key customers. Unfortunately, if they are not managed carefully, contracts can become an area of business where profit leaks or slips through the cracks.
From the NAW Blog
2020 has been a tough year for most distribution sales teams. In certain markets — such as janitorial and sanitation, HVAC, home improvement and landscaping — shifting consumption patterns have spurred rapid growth. Customers increasingly engage with suppliers through e-commerce, market platforms such as Amazon and Alibaba, and virtual meeting platforms. These new, emerging buyer and seller engagement models present compelling value and efficiencies that are certain to endure beyond the pandemic.
