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Articles by Thomas P. Gale

Mine the Gap

We recently worked with a distributor to identify the market potential for its portfolio of hydraulic and pneumatic products. A second objective was to identify untapped potential in its current customer base. Like many companies, it was working with anecdotal information from the sales force, and wanted to establish an external benchmark for a realistic addressable market size. 


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Use Data for Ongoing Course Correction

Analytics is not a one step process, or a search for a single answer. It’s about guidance, according to Tony Pericle in an interview with IMI’s sister company, Modern Distribution Management.


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Data Science - A Key Player in Winning Elections and Markets

Using data can show how your organization can start leveraging data about your customers and prospects more effectively to build competitive advantage. Whoever has the best visibility into where opportunity exists in the marketplace can best focus on how to monetize it.


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Tip: Before You Fly, You Need to Walk

Take the time to lay the groundwork before embarking on too many projects at once.
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Narrow Competitive Gap with Proactive Approach to Analytics

Using hard data provides real intelligence on opportunities for growth.
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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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Market Insights

Mine the Gap

We recently worked with a distributor to identify the market potential for its portfolio of hydraulic and pneumatic products. A second objective was to identify untapped potential in its current customer base. Like many companies, it was working with anecdotal information from the sales force, and wanted to establish an external benchmark for a realistic addressable market size. 

More