Distribution Marketing
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Marketing Mix: The Value of Getting It Right
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution Strategy Group shares how to get that mix right.
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Wholesale Change Show: The Golden Rule of Distributor Marketing (July 15, 2020)
Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be to help drive the long-term growth and profitability of the firm.
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Wholesale Change Show: How to Earn and Get a Return on Supplier Marketing Co-op (July 8, 2020)
The murky world of marketing co-op baffles distributors and manufacturers alike.
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Painless Profitability Improvements: Our Favorite Profit-Driving Hacks for Distributors
Distributors: Are you looking for some simple, straightforward and painless ways to make adjustments that improve your profitability? Here are a few of our favorite profit-driving hacks.
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Want to Differentiate Your Value-Added Services? Go Beyond Logistics
Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it comes to which services they provide.
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What’s a Good Customer Profile Worth? A lot.
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if we are actually winning?
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The Importance of Value-Added Services in Distribution Today
If you’re like most distributors, you already provide several value-added services at no cost to your customers. But have you analyzed the cost and value of those services? Chances are, you need to get more intentional about delivering, marketing and monetizing them.
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Wholesale Change Show: The Future of Value-Added Services in Distribution (May 13, 2020)
Distribution Strategy Group’s Ian Heller and Jonathan Bein discuss the importance and future of value-added services in wholesale distribution. They also discuss why distributors need to promote their services, and the best way to do that on their websites.
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How to Grow Business in Small and Mid-sized Accounts
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher profit margins and do not require as many resources.
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Selling Value, Not Price: How Distributor Sales Reps Can Truly Connect with Prospects
We recently published an article on selling value internally along with selling externally to prospects. Because while many distributors have spent time creating a value proposition their employees will take to heart, salespeople often falter when it comes to selling the company’s value to prospects.