Distributors need to embrace a new method for organic growth: structured market targeting.
Scott Benfield
Scott Benfield is a consultant for B2B distributors and manufacturers in the marketing and sales functions. He is the author of six books on B2B marketing/sales and has consulted for over two decades for national and international firms. He can be reached at Benfield.Scott@aol.com, (630) 640-5605 and his site is www.benfieldconsulting.com
Articles by Scott Benfield
Build a process to evaluate online-channel partners to determine if partnering with them is profitable.
Improve Return on Time Invested by focusing on new products and new technologies.
As distributors consolidate, growth becomes far more complex than a singular sales call.
7 examples of common dead-skunk pricing practices distributors need to let go of.
Industrial distributors, purveyors of commodity products, need a more targeted, tangible, and manageable aspect of value add.
Services go through predictable stages and become mature, price-sensitive and commoditized.
Value can be defined, marketed and delivered in such a way that it improves profitability.