Editorial
The channel of choice

Distribution management
Lean thinking in distribution
Lean thinking requires perseverance and attention to detail...

Strategies for commodity deflation
According to author Adam Fein, wholesaler-distributors will have to work harder for real growth...

E-business
Automate or stagnate
Distributors are seeking greater operational efficiencies to maintain customers...

Common ground
Three Pennsylvania distributors lower costs by sharing a common branch facility...

The perception factor
Sales vs. procurement
Salespeople and purchasing agents have long been depicted as adversaries. That doesn’t have to be true...

Selling skills
Deal or no deal
How to maintain your margins when battling low-ball competition

Seven rules of negotiations
Learn how to become a better negotiator by following these seven simple rules...

Product sales training
Cool, hard cash
Proper cutting tool coolant management can save end-user customers thousands of dollars and position distributors and suppliers as exceptional solution providers...