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2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price
About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their competitors: either much more value for a higher price, more value for the same price or more value for a lower price.
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Featured in IMARK Electrical Now: Opportunity High for B2B E-Commerce
There’s plenty of opportunity in B2B e-commerce right now. Even distributors and manufacturers who have yet to implement e-commerce capabilities can still get in the game.
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What’s the Difference Between E-Commerce and E-Business?
To many distributors, e-commerce and e-business sound interchangeable. Yet, there are important differences in the definitions.
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Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts (on average the top 5%) tend to make up 55% to 70% of a distributor’s revenue. They have massive buying power, and distributors typically offer them value-added services pro bono.
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Creating Value with E-Business at Scale (Wholesale Distribution Value Series)
E-business goes beyond just shopping-cart revenue. E-business involves a broader strategy that incorporates website ordering, EDI, punchout and email/fax order automation, along with an aligned team that is incentivized to drive revenue to these channels.
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Creating Value with a Clear Value Proposition (Wholesale Distribution Value Series)
A value proposition tells customers who the company is and why they should do business with them. A clear and compelling value proposition has a direct and positive effect on a distributor’s bottom line and should drive everything in a distributor’s business.
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Video: How to Create an Effective Value Proposition in Wholesale Distribution
A value proposition tells customers who the company is and why they should do business with them. It is built on what a company does that differentiates it from its competitors.
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Why a Clear Value Proposition is More Important Than Ever for Distributors Today
Given the presence of global players and digital disrupters with extensive multichannel reach and marketing capabilities, mid-market distributors have to think differently.
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Creating Value with Proactive Inside Sales (Wholesale Distribution Value Series)
Most distributor inside salespeople are actually playing the roles of customer service reps and don’t have the skillset for a more proactive role. As a result, these distributors are losing out on significant bottom-line benefits and shareholder value.
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2019 State of E-Business in Distribution, Part 2: Half of Suppliers in Survey Sell Direct Online
Historically, suppliers have sold directly to a few of their largest customers. About 46% in the latest survey reported they are selling direct online only to existing markets and segments — not new ones.