In the not-too-distant future, many reps will need to decide what they want to be when they grow up. For many of them, developing a more precisely targeted market focus may be the key to survival.
If you look behind the numbers in this year’s Market Planning Guide that highlight the nation’s fastest-growing metros, you can learn quite a bit about what makes this industry tick.
A distributor of reconditioned electrical equipment believes a Big Hairy Audacious Goal (BHAG) will revolutionize his business niche.
It seems like all aspects of distributors’ operations are under the microscope these days. They are looking for ways to squeeze out more net profit from every line item; training their computer systems to monitor all transactions and flag...