Distribution Marketing
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Value in the Time of COVID-19: What Customers Value Changes with the Times
It’s probably even more important for your long-term success to take some time now to revisit why you are in business and what customers want and need most from you.
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How to Acquire New Customers with Sweet Spot Analysis
Pursuing new customers in existing markets can be an expensive proposition if not done with proper planning, analysis and execution.
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How to Improve Customer Retention and Keep Customers from Leaving You
Well-run companies know that customer retention is critical to long term success as a business. For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual earnings. Retention is powerful for several reasons.
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Can Your Team Sell Your Company’s Value?
While some distributors have spent time creating a value proposition that employees can recite by heart, when it comes time to really talk about how to sell their company’s value, many salespeople falter.
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How to Sell into New Market Segments
It’s a great idea and it requires thoughtful planning. Most distributors want to increase sales by entering new markets — but what does that mean?
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Anti-Social Distancing: The Best Worst Advice on Working from Home
Antisocial Distancing: The Best Worst Advice on Working from Home As the COVID19 pandemic sweeps across the globe, it’s causing sickness, death, and economic damage. It’s also resulted in a new recommended behavior: “Social distancing,” which means we’re supposed to stay six feet apart from each other at all times.
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Learning Financial Accounting as a Second Language
During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra traumatic stress suffered in high school) and so I didn’t even try to learn financial accounting. This became an increasingly big problem as I was promoted and sat in more meetings…
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6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic
Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some of their biggest months ever, most distributors aren’t sure what’s coming in the next couple days, much less the next few months.
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Don’t Be a Sheep: Avoid These 7 Taglines
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
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2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.