Articles by Thomas P. Gale

Analytics May Separate High-Performing Distributors From the Pack

April 10, 2012
But these distributors need to ask the right questions.
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The Power of Market Analytics to Increase Profitability

April 2, 2012
Distributors must increase their profitability range and market data can help.
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Customer Segments, Specialized Niches Key to Today's Markets

March 14, 2012
Sales and marketing is the final frontier in wholesale distribution for process improvement.
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The Importance of Service Differentiation

March 1, 2012
Successful suppliers will be those who radically differentiate their service offerings and relationships with customers.
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Ability to Use Market Data Effectively is a Clear Differentiator

January 30, 2012
Demand is growing for tools that parse market data.
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Build Skills to Use Market Data Effectively

July 26, 2011
People are the key element to success when looking to move forward in your markets.
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The Model Used to Compile IMI's Market Data Tools

July 12, 2011
There are three components to the IMI analytical model.
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Find New Wholesale Distribution Sales Opportunities with Account Potential Reports

June 24, 2011
Use the market data to focus your sales efforts.
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Six Trends Affecting Planning in 2011-2012

May 26, 2011
Companies are taking a much closer look at their operations.
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Test Your Business Strategy

May 23, 2011
Is your strategy granular about where to compete?
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Market Insights

Three current trends in the distribution industry focus on strategy and being data-informed.