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03/13/2014
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution
Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.
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Profit Myths in Wholesale Distribution
Al Bates
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Al Bates of Profit Planning Group has spent more than 30 years analyzing distributor financial statements. His findings boil down to this conclusion: Much, and possibly even most, of what distribution managers know about improving profitability is wrong. Good economic times mask this fact, while challenging times make this fact absolutely dangerous! |
