Filtered by category: Leadership Clear Filter

The 3 Things an Effective Board of Directors Should Never Do

From NAW

In my last post for the NAW Blog Distributing Ideas, I talked about the importance of having an effective board structure as a foundational element of a sustainable competitive advantage, whether your business is public or private. It’s a rare thing, however, and a great one in a distribution company is an exception.

Read More

NAW Supports the INFORM Consumers Act

NAW Press Release:

Washington, DC (September 1, 2020) … Today the National Association of Wholesaler-Distributors (NAW) announces its support of the INFORM Consumers Act, legislation introduced by Senators Bill Cassidy (R-LA) and Dick Durbin (D-IL) which will require common-sense disclosures from third-party marketplace sellers who use online platforms like Amazon to sell products to American consumers. A companion bill has also been introduced in the House by Congresswoman Jan Schakowsky (D-IL).

Read More

Are Your Managers Managing Your Culture?

From NAW blog:

A new article by Mark Dancer, NAW Institute for Distribution Excellence Fellow, is live in the NAW Blog: Distributing Ideas

 

Read More

What is Innovate to Dominate

From NAW:

What is Innovate to Dominate? 

In these uncertain times when you are looking to strengthen your business in the second half of 2020 and beyond, we hope you’ll use these timely educational resources as your roadmap to create B2B innovation. NAW and PROS are partnering to provide these essential tools to help you on your digital transformation journey so you can get ahead of the increasingly disruptive and transformational forces around your business. Our goal with these resources is for you to not only see into the future of distribution, but to step into it with world-class, scalable solutions.

Read More

CDP: The Three Letters You Need to Know

From NAW:

A new article by Benj Cohen, Entrepreneur of Artificial Intelligence Technology and Third-generation Distributor, is live in the NAW Blog: Distributing Ideas

Here is a preview.

Read More

3 Steps to Managing Market Shifts with Inventory Analytics

From NAW Blog:

A new article by Senthil Gunasekaran, Co-author of Seven Enduring NAW Institute Best Sellers, is live in the NAW Blog: Distributing Ideas

Here is a preview.

Read More

How to Build a Foundation for Sustainable Competitive Advantage

From NAW blog:

A new article by J. Michael Marks, NAW Institute for Distribution Excellence Fellow, is live in the NAW Blog: Distributing Ideas:


Here is a preview.

Read More

Distributors' Views on Technology Disruption and How to Respond

From NAW:

As part of NAW’s exciting new digital series of seven research reports and seven webinars titled, How Technology Will Transform Wholesale Distribution,” we urge you to register for our second webinar, “Distributors’ Views on Technology Disruption and How to Respond,” on Tuesday, August 18, at 2:00 p.m. Eastern, with speaker and author Ian Heller of Distribution Strategy Group.

Read More

Are You Innovating with One Arm Tied Behind Your Back?

From NAW blog:

A new article by Mark Dancer, NAW Institute for Distribution Excellence Fellow, is live in the NAW Blog: Distributing Ideas


Here is a preview.

Read More

IFE Cancels September 2020 Event

IFE Press Release:

Since 1981, the International Fastener Expo (IFE) has brought the entire fastener industry together at one time and one place. Each year, the community gathers at the show to see customers and vendors, network with colleagues, and source new products or suppliers. We heard our community and deeply appreciate the consistent feedback which has enabled us to continually improve IFE year after year and remain the #1 Fastener Expo in North America.

Driven by our responsibility to serve your best interests, we regret to announce that we are cancelling this year’s International Fastener Expo, which was scheduled to take place September 28-30, 2020, at the Mandalay Bay Convention Centre Las Vegas, NV.

Recent developments have made it impossible to bring our community together safely and successfully. This is due to the ongoing progression of the COVID-19 pandemic, including the latest government data, measures, and guidelines on phased reopening plans in the U.S.; the number of confirmed cases worldwide and domestically; current quarantines, containment areas, stay at home orders, and restrictions on congregating and large gatherings imposed by states and other government and public health authorities; the inability of IFE's international community to travel to the show due to travel restrictions and bans; and the various company-imposed travel restrictions on employees affecting attendees and participating companies. The health and safety of our customers, partners, and employees remains of paramount concern to us.

Though we won’t get to see you in person this year, our team is committed to finding new ways to keep the industry connected and we are in the process of launching IFE Online Experience. Our goal is to provide a platform where you can virtually meet customers you have been missing all year, have access to a proven match-making program, and learn from industry leaders and about current trends. Please expect more updates on this in coming weeks.

We are also confirmed to return to the Mandalay Bay Convention Center in Las Vegas next year on September 21-23, 2021. We are excited to welcome you to the International Fastener Expo 2021!

As a valued attendee, please know that our team is currently working out all the details on logistics and policies affected by this cancellation and around your participation and registration fees. We appreciate your patience as we work through these details. You will receive communication with complete information as soon as possible.

Thank you for your continued support and for being a valued member of the International Fastener Expo community.  












Read More

Increasing Sales with Personalization or Segmentation

From the NAW blog:

A new article by Benj Cohen, Entrepreneur of Artificial Intelligence Technology and Third-generation Distributor, is live in the NAW Blog: Distributing Ideas

Here is a preview.

Read More

How Technology Will Transform Distribution Research Reports and Webinars

From NAW:

There is no time like the present to explore the future. And that is what the NAW Institute for Distribution Excellence, along with Ian Heller and Jonathan Bein of Distribution Strategy Group, are doing to help wholesaler-distributors plan for their future. Through a series of seven research reports and seven accompanying webinars, you’ll receive the intelligence you need to formulate new strategies and ensure that your company thrives through this era of technology transformation.  As a member of (put your association name or acronym here), you are welcome and encouraged to download these reports as they are released and participate in each accompanying webinar.  There is no charge for download or participation.

Read More

How to Reinvigorate Your Pricing Strategy

From the NAW blog:

A new article by Pradip Krishnadevarajan, Co-author of Seven Perennial NAW Institute Best Sellers, is live in the NAW Blog: Distributing Ideas
 

Here is a preview.

Read More

Leading the Sales Team into a New Normal

From NAW blog:

A new article by J. Michael Marks, NAW Institute for Distribution Excellence Fellow, is live in the NAW Blog: Distributing Ideas:

 

Read More

NAW Podcast Episode 5

Today NAW released Episode 5: Gut Check: A Distribution Point of View on Disruption and Change to subscribers of the NAW Podcast Series: INNOVATE TO DOMINATE, sponsored by PROS.

In this episode, Mark Dancer, Author of NAW’s Innovate to Dominate: The 12th Edition in the Facing the Forces of Change Series, and Richard Blatcher of PROS interview Ian Heller, Founder and Chief Strategy Officer at Distribution Strategy Group. Among the many ideas and recommendations for the distribution industry that Ian offers, he argues that every distributor must have a strategy for virtual marketplaces, and that the industry may need to create its distribution-centric platform. Ian’s insights are essential for every distributor’s plans for surviving the COVID-19 crisis and emerging stronger than before.

Read More

Are Distributors Learning from Retail's E-Commerce Transformation?

From the NAW Blog:

A new article by Mark Dancer, NAW Institute for Distribution Excellence Fellow, is live in the NAW Blog: Distributing Ideas


Here is a preview.

In many ways, the impact of digital transformation and disruption on the retail industry is ahead of similar changes happening in distribution. Distributors can learn from retail and then upgrade their strategies and operational plans to be better prepared for changes that are certain to come. Distributors that fail to learn from retail’s transformation risk being blindsided by predictable changes that will come to distribution. Forewarned is forearmed, and in the war for digital dominance, every distributor must strive to be armed to the teeth and ready for battle. 




Read More

How to Leverage Sales Analytics for Successful Remote Selling

From the NAW Blog:

A new article by Senthil Gunasekaran, Co-author of Seven Enduring NAW Institute Best Sellers, is live in the NAW Blog: Distributing Ideas


Here is a preview.

As distributors respond to COVID-19, they are noticing the limitations of traditional recessionary responses such as cost reduction and working capital preservation. These responses may not be optimal due to the inherent constraint of this recession: social distancing. This constraint directly affects face-to-face sales. Transitioning sales teams to work successfully in this new environment is key to revenue recovery.




Read More

NAW Podcast Episodes 2 and 3

A few weeks ago, NAW launched the NAW Podcast Series: INNOVATE TO DOMINATE, sponsored by PROS. So far we’ve launched three episodes in this limited series to help distributors face the forces of change through innovation: Check out Episode 1: An Introduction to the Innovate to Dominate Podcast Series to get an overview of the series and highlights from subsequent episodes.

All the remaining episodes in this series can only be accessed by subscribers, so please subscribe today! As a subscriber, you'll receive exclusive episodes directly to your inbox. In addition, every subscriber has a chance to win a FREE electronic copy of NAW’s Innovate to Dominatebook with compliments from PROS!

Read More

Know Your Customers From Afar

From the NAW blog:

The COVID-19 pandemic has complicated the relationship between distributors and customers. Distributors’ sales processes have changed as travel and onsite visits have become all but impossible. Customer behavior has shifted within this new environment too. The combination of these factors means that distributors now face a unique and challenging puzzle: They must figure out how to make personalized sales without actually having personal contact with customers.

Distributors Are Innovating, But Are Manufacturers Paying Attention?

From the NAW Blog

Distributors are a strategic go-to-market asset for manufacturers and many are stepping up to reinvent the traditional distribution business model for the digital age. My recent conversations with manufacturers indicate that many suppliers have not noticed and very few have actively engaged with even their most influential distributor partners. The partnership between distributors and manufacturers remains as crucial as ever, but it will die without proactive collaboration around emerging innovation opportunities.

Read More