Blogs from Art Waskey

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Customer personalization

Independent distributors succeed based on the added value they bring to the customer relationship. In 2024, strengthening customer personalization will be critical to your success. Here are three key areas to focus on. Vendor Managed Inventory — According to a report...

Adopting AI in Marketing

The traditional marketing landscape is changing rapidly as Artificial Intelligence (AI) tools are introduced. AI is disrupting the usual sales processes that distributors have depended on for success. To stay competitive, businesses need to adopt new marketing...

Adaptability

Looking Back As I start the New Year, I like to make observations about the previous year. Looking back, 2023 was a year replete with some big challenges for business. Stubborn inflation affected pricing. China’s post-COVID chaos continued exacerbating supply chain...

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Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and pandemics may emerge. Furthermore, these events,...

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the speed at which new technology is being introduced...

Mentor your Business Forward

A mentor’s objective is to identify your needs and expectations and offer creative solutions that move your business forward.  In today’s distribution business there are a growing number of...
AI and Cost Containments

AI and Cost Containments

One of the greatest advantages of deploying Artificial Intelligence (AI) applications is the effective cost containments they yield. AI can help...

Consider Implementing AI

Consider Implementing AI

Artificial Intelligence (AI) applications offer exciting possibilities for transforming how business is done. Its applications are complex and very...

AI and Marketing Productivity

AI and Marketing Productivity

Coming to your market Artificial Intelligence (AI) applications are rapidly infiltrating market spaces. McKinsey has declared that “AI is poised to...

Managing Change and Building Trust

Managing Change and Building Trust

Be a differentiator The distribution business is built on managing change, building trust, strong relationships, and the ability to find solutions...

Strengthen Your Sales Position

Strengthen Your Sales Position

Digital tools have altered the customer experience. For example, product research, once the realm of the sales rep, is now done routinely by the...

Build Online Confidence

Build Online Confidence

Changing Customer Relationships I consult primarily with distributors with revenues of $10 million and below. This group's success stems from...

Taking Control of the Mind

Taking Control of the Mind

Our mind can be likened to an iceberg. The tip of the iceberg represents the relatively small part of our brain which is our conscious mind. This...

Organizational Tools

Organizational Tools

Why organize? What is it that makes being organized a functional way to succeed? To begin, it is important to realize that with every business...

Passionate About Success

Passionate About Success

There are many elements that go into achieving success in a competitive sales environment. I have found that passion is one of the most critical. A...

Managing Stress

Managing Stress

Stress at Work When stress overcomes you, it can hinder your ability to move forward. I have often been so stressed by noon that I wasn’t hungry for...

Managing Your Projects

Managing Your Projects

The Problem As a consultant to small- and medium-sized distributors, I often focus on project management. I generally begin an assignment with the...

Technology and Personalization

Technology and Personalization

As digital transformation reshapes the sales process, it is crucial to establish a good balance between technology and personalization. Also, the...

Taking Action With AI

Taking Action With AI

Professional sales reps need to pay attention to what is new, particularly as it relates to Artificial Intelligence (AI) and enterprise selling. It...

Finding Opportunity in Change

Finding Opportunity in Change

We need to look for the opportunities often hidden within disruption. As author Barbara Kingsolver, says, "The changes we dread most may contain our...

A Strong Cultural Foundation

A Strong Cultural Foundation

Cultural Fragility Each business has a unique culture and it can be fragile. Changes within and outside your organization can threaten the culture...

Build Customer Loyalty

Build Customer Loyalty

Building customer loyalty in a business environment typified by rapid digital transformation and virtual online alternatives is challenging. Sales...

Pricing— A Core Competency

Pricing— A Core Competency

As customers, we look for vendors who provide stable and fair pricing.  As sales reps, we know that pricing products consistently creates better...

Pricing Solutions for Disruptive Times

Pricing Solutions for Disruptive Times

There is no stopping the impact of economic disruptors on your business. Consequently, supply chains may become tangled, inflation can flare up, and...

Pricing Dynamics for Today

Pricing Dynamics for Today

With digitization has come rapid change in how we view and analyze pricing decisions. It is no longer viable to price on a set-it and forget-it...

Pricing — A Data-Driven Process

Pricing — A Data-Driven Process

Technology has changed the dynamics of pricing strategy. With digitalization, information is now readily available to measure customer performance....

Provide Expertise

Provide Expertise

Trusted Advisors We are all aware of how challenging the rapid pace of sales is in today’s digitized market. Also, changing customer expectations...