WholesaleDistIntlphoto3By Pat Pelischek 

The challenge of creating a value proposition that will compel manufacturers to sponsor a wholesaler loyalty program is far from a walk in the park. Most manufacturers do not want to sponsor a wholesaler loyalty program. However, a well-designed channel sales incentive program can establish common ground and foster a thriving manufacturer/wholesaler relationship, allowing each group to work toward their shared goal: increased sales.

When designing programs for wholesalers, it’s important to keep in mind what they are most interested in: the loyalty of the contractor. 

ThinkstockPhotos 852285320By Stephen Washkalavitch 

From relentless wildfires to the devastation caused by several significant hurricanes, losses in the U.S. caused by last year’s natural catastrophes were record-breaking. The 16 severe weather events resulted in cumulative damage exceeding $300 billion, according to the National Oceanic and Atmospheric Administration

With 2017 now noted as one of the costliest years on record, many businesses are left wondering what – if anything – can be done to reduce risk moving forward? 

 SMITH COLUMN 01Donating surplus inventory has tax advantages.

By Gary C. Smith

One of the biggest tax secrets is hiding in plain sight in warehouses across the country. It’s excess inventory.

A perennial problem for anyone who sells goods of any kind, surplus or obsolete inventory can provide a great tax benefit to C Corps who take advantage of a little-known piece of tax code: Internal Revenue Code Section 170(e)(3). This code is probably one of the best kept secrets of corporate tax law, but it provides the key to one of the best ways to dispose of unprofitable inventory — donating it. Besides boosting your bottom line, donating surplus inventory boosts your company’s image by helping people in need.

 KAIZEN COLUMN 01The kaizen approach can simplify your supply chain.

By Stephen Francis & Tony Donofrio

In past columns for Wholesale and Distribution International, we've stressed the importance of simplicity, often recommending comprehensive solutions such as Transportation Management System software to achieve it.

This kind of solution may be out of reach for some companies – perhaps they lack the budget or the decision rights to make a big-ticket purchase with a long-term commitment. With this in mind, we'd like to outline one of the simplest, quickest and most profound shifts you can make in pursuit of simplicity and improved functioning: the adoption of the kaizen mindset.

 IOT AND BOTTLENECKS 01IoT platforms can solve machine bottleneck issues.

By Donald Chilton

In a connected world, using new technology in the workplace has become increasingly important to reduce downtime and save money. Countless Internet of Things (IoT) platforms are now serving as bridges between devices' sensors and data networks. The IoT adds convenience and empowers users and is already being integrated within equipment applications. This is true for the construction, mining and agriculture industries, specifically for filtration.

 HYATT COLUMN 01Better communication means better delivery.

By Dick Hyatt

Wholesale and distribution is, by its nature, a fast-paced business, and customers’ expectations and demands have risen commensurate to the improving economy. As such, distributors are under increasing pressure to ensure their products are being delivered more quickly and efficiently than ever before.

In response, distributors have turned to technology to help streamline their processes and worker productivity. For some, this has meant upgrading their enterprise resource planning systems and implementing handheld scanners to expedite picking processes, among other things.

 DAMEROW ARTICLE 01Combine your CRM and online reward platforms for maximum ROI.

By Steve Damerow

CRM stands for “customer relationship management,” but the term has morphed into “managing direct salespeople.” There are more than 40 CRM platforms on the market that do the same thing — manage salespeople. If you use a direct sales approach, you can force your team to adopt CRM; however, US Commerce data maintains that 80 percent of the U.S. sales economy operates through a distributor, dealer or channel network — and you can’t force a dealer to adopt CRM.

It’s time to focus on integrating CRM platforms with new online/mobile incentive reward platforms that will reach all the goals of “forcing” the team, yet do it with a carrot instead of a stick. The net effect will be better sales accounting and a more engaged dealer network.

 PRICE SEGMENTATIONS 01Here are five things to know about price segmentation.

By Kim Long

Price optimization is the single most significant profit lever distributors have at their disposal today. When part of a well-thought-out plan, it offers the fastest path to improved profitability. However, when implemented incorrectly, it can just as quickly lead to some dangerous dead ends.

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