Featured Articles From the Winter 2020 Issue

Value Proposition Development

Value Proposition Development

An Essential Task For Leaders

When distributors understand which customers they best serve— and what those customers value—they can align their organization, boost market-share growth and serve existing customers better.

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Leadership During a Pandemic

Leadership During a Pandemic

Experts Weigh In

Top national experts on leadership, performance and human capital share perspectives on characteristics of strong leaders in periods of great uncertainty and opportunities that challenging times can present

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Marketing Skills Evolve

Marketing Skills Evolve

To Meet Changing Needs

Marketing professionals from manufacturers nationwide share how e-commerce and other creative digital approaches have taken on new meaning during the pandemic.

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Agency Rep Roundtable

Agency Rep Roundtable

State Of The Union

Executives from manufacturers' rep firms share how their companies are dealing with the effects of the pandemic on sales practices.

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Planning To Win

Planning To Win

In 2021—and Beyond

Frank Hurtte looks at how distributors can push business forward using recent changes as a gentle breeze to the back rather than a stiff headwind.

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