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"Why do 9 of 10 Sellers in Distribution Feel Their Capabilities Are Undifferentiated?"

Survey Results: What End Customers Value Most in 2024

The 2024 State of the Channel Executive Briefing dives into key trends and challenges in distribution and manufacturing, drawing on surveys across both sectors to underscore the importance of understanding market dynamics. From pricing pressures to talent shortages, the presentation explores the need for adaptation to changing conditions, while also exploring growth opportunities like infrastructure investment. It concludes with strategic insights on sales, inventory management, and digital enablement, equipping participants with actionable recommendations for staying competitive in today’s evolving landscape.

Key Takeaways:

• We cover topics such as pricing pressures, talent shortages, and changes in customer dynamics, highlighting the complexity of the current market environment.
• The session underscores the importance of understanding market dynamics and customer behavior through surveys and research conducted across manufacturing and distribution sectors.
• Opportunities for growth, including infrastructure investment and automation, are discussed alongside challenges such as market slowdowns and increased competition.
• The progression towards a more corporate-led model from traditional branch-led operations is highlighted, driven by better data analytics and customer insights.
• The briefing offers actionable recommendations for distributors and manufacturers to navigate the evolving landscape and stay competitive in the market.

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