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The Cost of Not Knowing the Voice of Your Customer
Each distributor must strike the right balance to meet their customers’ needs. The risk is too great to get the resource allocation between field sales, inside sales, customer service reps and electronic channels wrong. No distributor can afford to use a one-size-fits-all strategy anymore.
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What Customers Want on Distributors’ Websites — Beyond Ordering
Ecommerce is table stakes for distributors in 2018, but it shouldn’t be surprising that B2B buyers want more than the capability to place an order on your website. As we’ve written here previously, end-users want a robust shopping and buying experience; just a small percentage of online shopping by distributors’ customers actually leads to placing…
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Podcast: Do You Know What Your Customers Want?
Jonathan Bein, managing partner of Real Results Marketing, spoke with Lindsay Young on the 3 Aspens Media podcast, Attract. Engage. Grow., about the importance of understanding what your customers want.
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Why Distributors Must Invest in a Better Online Shopping Experience – Now
Shopping happens before the transaction; it includes finding, researching and selecting a product, but not buying or purchasing the product. Make no mistake: It is important to be easy to order from. But a customer’s shopping experience is a distributor’s real opportunity to differentiate.
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2017 State of Distributor Marketing, part 2: Distributors Lack Marketing Differentiation
Most distribution companies take a similar approach to touting their position in the supply chain, with 80 to 90 percent of distributors believing their value proposition contains at least one of the following attributes: product selection and availability, speed of delivery and pre-sales or post-sales expertise.
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2018 State of Distributor Marketing, Part 1: Move to Digital Continues
While distributors are growing their use of digital vehicles, it may not be quickly enough. Many still rely on trade shows, print flyers and branch-based events despite customers’ decreasing preference for these channels.
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2017 State of Distributor Marketing, part 1: Distributors Increase Search Marketing Efforts
This article examines how distributors across sectors approach marketing, what they consider the most effective channels to be and the frequency with which they conduct their different marketing vehicles.
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The Amazon Effect
Amazon is a machine. The online retail juggernaut has recently churned out the world’s richest man and, its tendrils of modernization are slowly reaching into every physical industry in the world. In distribution, some know this, some don’t. Real Results Marketing looked to see what distributors think about how Amazon Business is affecting their business.
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Why Distributors Don’t Do E-Commerce
We have talked to many distributors who are still determining whether to offer an e-commerce store front or not. We hear common themes in the reasons for not pursuing e-commerce.
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Eat Lunch, Be Lunch, or Die
What if I told you you are losing 5-10% of revenue a year? Furthermore, you might not have even noticed. In this blog post, I’m going to explain why it is alarmingly easy to lose an obscene amount of revenue, without doing anything. Here are the 4 problems your business could be suffering from.