Distribution Marketing
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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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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 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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Campaigns, Activities Every Distributor Can Use to Grow Ecommerce Sales
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with salespeople and more.
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The SEO Arms Race: How to Get Your Website On Page 1 of Google
Search engine optimization (SEO), as technical as it sounds, is critical for a distributor to be found online. In fact, a search engine like Google is where most customers are starting their searches for products, services, or suppliers, according to our ongoing survey of more than 10,000 end users across distribution segments.
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Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales
We’ve seen a strong correlation between companies that are high-performance marketers and those who target their marketing efforts to roles or personas within their customers’ organizations.
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Symptoms of a Failing Value Proposition in B2B
An effective value proposition defines the benefits of your company’s products and services – and makes clear how your company is different from the competition. A good value proposition can drive very real bottom-line results.
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Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?
The truth is: The “next” generation is here now. The oldest Millennials are 36; many are moving into or are already in decision-making positions. Distributors must change their marketing approach – whether they’re ready or not.