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Articles by Thomas P. Gale

Building an Adaptive Sales Model

Sales models in distribution are under stress like never before. Traditional and non-traditional competitors are reaching into what used to be “your” customers’ pockets as they become more receptive to change and new supply resources. 


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The State of Analytics in Wholesale Distribution: Free Report

Wholesale-distributors know the value of analytics, but they are often frustrated with how ineffectively their organizations integrate data into their strategic initiatives.  This industry focused report looks at the use of data among wholesale distribution companies.


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Analytics May Separate High-Performing Distributors From the Pack

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

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

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

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

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

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

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

Use the market data to focus your sales efforts.
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