Some distribution verticals are much more vulnerable to disruptors than others. Why was office supplies hit so hard by marketplaces but building products has hardly been affected? In this episode, Jonathan Bein and Ian Heller will talk about how different product verticals – and business models – drive varying levels of disruption vulnerability. We promise…
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
There is a way to get over the widely recognized “small-order” issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place.
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.
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.
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.
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.
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.
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….
The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March and April 2020 was more than just a one-off blip due to COVID-19. More and more surveys are emerging that are reinforcing the idea that while COVID-19 spurred the shift to…