Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.
Only Bad Leaders Qualify for ‘Undercover Boss’
If you hide so well – in your office or among your own employees – that your employees can’t recognize you, then you are not prominent in your own company and you aren’t a leader.
Wholesale Change Show: Many Unhappy Returns (August 26, 2020)
Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.
Wholesale Change Show: Facing the Dreaded Challenge of Product Data (August 19, 2020)
Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.
Wholesale Change Show: The White Cap Construction Supply Group Deal (August 12, 2020)
This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.
HD Supply White Cap-Construction Supply Group Deal is a $4B Look into the Future of Distribution
If you’re a distributor, keep an eye on White Cap, which – thanks to the help of CD&R and The Sterling Group – is modeling one of the only viable paths to a successful future.
Real Advice About AI in Distribution: Get Ready for the Next Tech Revolution
Artificial Intelligence (AI) is not just “advanced technology” – it’s a learning technology that improves on its own without human intervention. AI relies on big pools of data that are fed into machine learning algorithms (math formulas) to continually make decisions, evaluate their own performance and get better over time.
Wholesale Change Show: Customer Lifecycle and the Brand Graveyard (August 5, 2020)
Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to know about your company.
The Golden Rule of Distributor Marketing
Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising and SEO? The answer is yes, and the golden rule is: The more frequently you put relevant offers in front of targeted customers, the more frequently customers will buy from you….
Wholesale Change Show: Why Your Best Accounts Have the Most Potential (July 29, 2020)
If you really want to supercharge your sales, look no further than your largest customers.