The History and Downfall of a German Wholesale Company “Wollschläger” – Part 3
It continues with part 3 of the story and the downfall of the wholesale company "Wollschläger". What can wholesale companies learn from this? Click here, if you have not read part 2 yet. As a company grows, integration, coordination, and…
The History and Downfall of a German Wholesale Company “Wollschläger” – Part 2
It continues with part 2 of the story and the downfall of the wholesale company "Wollschläger". What can wholesale companies learn from this? If you have not read part 1 yet, click here. If acquiring an entire company (Essener Arbeitsschutz…
Establishing Private Labels in the Wholesale sector: This is What Matters
The development of a private label can mean additional sales potential for wholesalers. But before this can happen, a few basic considerations are needed to ensure that the private label brand does not remain a slow seller. When wholesalers…
How To Achieve Acceptance of New Technologies in Sales?
Joachim Meyn worked in sales for many years and reports here on his experiences and learnings about the introduction and acceptance of new technologies in this area. From the title, one could now deduce that sales has a problem with the…
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Interesting facts and statistics about B2B wholesale and manufacturing in Europe
Facts and statistics about B2B wholesale, distribution and manufacturing in Europe & Germany Distribution in Europe is a significant job provider – 10 million employees. It works at the centre of the continent’s economy, covering almost all…
Predictive Analytics to Understand Customer Behavior in the B2B Sector
Predictive analytics is an innovative technology in the B2B sector that calculates data-based predictions about customer behavior. For some B2B companies, predicting customer behavior is like guesswork. Managers sit together and try to make…
Continuity versus Change – The “Rope Effect” in B2B Sales
Many talk about a change or even a transformation of business-to-business sales, but some things will remain the same in the future. In this article, I would like to look at both sides and find an answer to the question: What remains better…
B2B Dynamic Pricing – What Is It and How Can You Implement It In Your Company using Software
All prices in Business-to-Business are dynamic. Some are just more dynamic than others. Successful companies in B2B tend to adjust their prices based on factors such as production costs, competitor pricing, supply and demand. Dynamic pricing is a…
Artificial Intelligence in a Construction Machinery Company
Artificial intelligence technology can be used in a wide variety of areas. In this article, you will learn how AI was used in a mechanical engineering company. I've already written a few posts on this blog about Artificial Intelligence (AI) in…
Forecasting Individual Customer Lifetime Value: Why You Should Not Use External Data
There are two types of historical data to use for predictive analytics and sales forecasting: internal and external data. How to know which one to choose? Making a forecast always requires planning under conditions of uncertainty. Successful sales…