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5 Ways Distributors Can Sell More to Existing Customers

In Modern Distribution Management’s wholesale distribution industry outlook earlier this year, nearly 60 percent of wholesaler-distributors said they planned to grow revenue by focusing on sales opportunities within existing customers.Expanding wallet share will always be one of the best growth strategies for distributors in this increasingly competitive market. We worked with one specialized distributor who empowered their sales organization with […]

Selecting a Solution Provider: An IT Perspective

There’s no question that choosing a solution partner is challenging. Most organizations establish stringent guidelines with the goal of ensuring they have the right solutions – and the right partner – for their projects. Choosing the right solution partner can often mean the difference between a project’s success or failure. There are myriad risk factors in play: demanding business requirements, […]

Your Journey to Modern Commerce, Part 2: The Very Real Risks of the Status Quo

In our personal lives and at work, we all suffer from something called the status quo bias. In a nutshell, the status quo bias makes us prefer to keep things the same, either by doing nothing or by sticking with a decision that we already made. It’s a persuasive little critter. The risks of the new seem infinitely worse because […]

Can Container Shipping Businesses Right the Ship?

A few months ago, my colleague Ben Blaney talked about the collapse of the ocean container shipper, Hanjin. Ben dug deep into how shippers are actively engaged in a price war while the Cargo, Freight and Logistics industry as a whole continues to lose money. Of course, this isn’t new, as BBC recently published a fascinating look into the shipping […]

The Grey Market Risk You CAN Avoid

Remember the dotcom era when everything was moving at a frenetic pace? It seemed like everywhere you turned, shady brokers were popping up overnight to take advantage of the new ecommerce and internet craze. Today, grey market risks for Original Equipment Manufacturers (OEMs) at times seem eerily similar. Just like that era, you may feel like there’s not much you […]

What’s your modern commerce strategy?

What’s your modern commerce strategy? If you can’t answer that, your business is in jeopardy. Disruption in the food and beverage industry is changing how food and beverage manufacturers will compete in the future. And companies who implement a modern commerce strategy now will create a clear competitive advantage with their customers. According to Gartner, 89% of marketing leaders expect […]

Fulfilling the Airline Modern Commerce Fantasy

A few years ago Expedia published a study that found travelers visited up to 38 sites before booking a vacation. The list was broad and included  mobile, OTAs, metasearch engines and expanded over air, hotel, and other aspects of a trip. 38 sites! I’ve heard seasoned industry experts who clearly were baffled by that number. It seems far  too high. […]

Your Journey to Modern Commerce, Part 1 – Meet the New B2B Buyer

“Imperative” is one of those words that gets thrown around a lot on blogs like this one. An imperative is something of vital importance, an essential or urgent thing, a must-do or must-have. It is, therefore, something that any marketer wants to convince you of, and so has become one of those phrases that makes many of us roll our […]

foodservice distribution

Amazon May Have Its Eye on Foodservice

Recently, a JPMorgan analyst said that Amazon might enter the foodservice arena as a distributor. Amazon could either build a foodservice distribution business or buy an existing distributor. Will this move happen? It has happened already. The question is how far Amazon will take their interest in foodservice distribution? In 2015, Amazon launched Amazon Business. Within a year’s time, Amazon […]

How Will Amazon’s Acquisition of Whole Foods Impact the Food Industry?

Amazon’s announcement of its intention to purchase Whole Foods for $13.7 billion has already begun to disrupt the $800 billion-dollar grocery industry. Target, Walmart, Costco and other grocery retailers’ stocks were down on the day of the announcement and remained in red territory as of late Monday morning, June 19. Chains and independent stores alike are having some serious conversations […]