Complete Story
10/14/2024
027. Understanding the Drivers Pushing Distribution from Version 1.0 to 2.0 (morning)
Instructor: J. Michael Marks
Level of Complexity: Intermediate/Advanced
9:00 AM - 12:00 PM
Distribution has been going through tremendous change for the last quarter of a century with customers expecting an Amazon experience, the advent of digital, suppliers going direct, industry consolidation, the entry of non traditional competitors, and of course generational change. The pandemic only accelerated these impacts. Two firms have provided significant insight into these changes along the way, the National Association of Wholesaler-Distributors (NAW) and Modern Distribution Management (MDM). The two firms have now joined and this session distills the key learning from both organizations. The impacts are usually grouped into several categories including sales transformation, the introduction of analytics, digital applications, and culture. Proximity and artificial intelligence are just now emerging into driving forces and innovations will be seen in these areas during 2025 and beyond.
This session provides participants with a framework that they can use to assess their own firm with respect to these forces and identify their future threats and opportunities. One key element that is critical in this assessment are the changes being experienced by their customers. There will be several group activities for participants to identify areas of further interest. For each of the categories a short series of emerging best practices will be shared, along with the costs and risks of deployment. Making the transition from the old school distribution 1.0 model, "We sell service with excellent people," to the 2.0 version requires organizational change and incentive changes along with the evolving technology tool set. It isn't about firm size, rather is is about the skills needed for change management. Several strategies will be shared including some major mistakes to help participants determine their best path forward.
Learning Objectives:
- Will be able to determine where they are will respect to being behind the industry change, both in the risks they face, and the opportunities that are now available.
- Using the provided framework, will be able to determine where to start addressing their identified market gaps.
- Will be able to take their knowledge of how distributors have managed these changes to determine their best path forward to ensure success.
Bookstore
Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
