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Technology and innovation continue to affect the way manufacturers design products and how customers gather information, interact with supply chains, and ultimately purchase goods. In response, distributors who have long relied upon legacy sales structures and relationship selling are searching for new ways to maximize growth profit dollars.

Part 1 of this podcast series explores two challenges that directly affect distributors’ go-to-market channels: 1) current concerns associated with industry consolidation and 2) the demands and impact of e-commerce on distribution.

Visit our Distribution Sales practice to learn more about Alexander Group’s approach to distributors’ unique challenges.

Co-author: John Drosos is a principal in Alexander Group’s Chicago office.

Access Part 2 of this podcast series.


Insight type: Article

Industry: Distribution

Role: C-Suite, Sales and Marketing Leadership

Topic: Buyer Journey, Strategy

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