You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
Distribution Sales Strategy
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture,
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual
When salespeople are slow to embrace ecommerce, they miss opportunities that not only hurt the company, but the customers they are trying to help.
Setting a Minimum Order Quantity is quick, predictable, and perfectly suited for the V-shape recovery. It’s a great strategy for distributors that have taken
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
Upcoming Programs
Join us for the next episode of Wholesale Change, featuring the CEO of the Industrial Supply Association (ISA).
Join us March 5 at 9 PT/12 ET for our annual deep dive into distributor technology trends and strategies for success.
Join us on March 12, 9 PT/12 ET, for an expert panel discussion on how AI can give your sales team an edge.
Join us on March 19, 2025, at 9 PT / 12 ET for panel discussion where leading distributors share their real-world marketing success stories.
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture,
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual
When salespeople are slow to embrace ecommerce, they miss opportunities that not only hurt the company, but the customers they are trying to help.
Setting a Minimum Order Quantity is quick, predictable, and perfectly suited for the V-shape recovery. It’s a great strategy for distributors that have taken
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing
You’ll know you’re stuck in a brand graveyard if your customers only buy a small percentage of your product offering, only buy big products
Independent alternatives to third-party marketplaces like Amazon are emerging, and some distributors have found success selling through them. This has many wondering if they
Fastenal is outperforming its peer distributors in 2020 despite the recession. They’ve recovered quickly by capitalizing on their end market and excellent company culture,
For some companies, an annual increase of 1% in customer retention over each of the next ten years results in 20% increase in annual
When salespeople are slow to embrace ecommerce, they miss opportunities that not only hurt the company, but the customers they are trying to help.
Setting a Minimum Order Quantity is quick, predictable, and perfectly suited for the V-shape recovery. It’s a great strategy for distributors that have taken
We talk a lot about the importance of sales reps’ selling value, rather than going directly to price.
Selling more to existing customers is more profitable than acquiring new customers. So why don’t many distributors succeed at effectively cross-selling to their customers?
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
Here’s why hybrid models are ideal for this new sales landscape, how outside sales reps are primed to dominate this disrupted environment, and what
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit
The gates are closing. It’s now or never for digital adoption in B2B markets. The sharp increase in online engagement with customers in March
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
If you let potential ROI determine how much you’ll invest in your website and how you’ll measure its success, you’re going about it all
A sales call guide can be a useful tool to help salespeople connect with prospects and ensure they are firing on all cylinders with
Small customers may not generate the sales volumes needed to support them as you would support your larger customers, but they usually generate higher
Increasing market share is good. However, increasing wallet share is even better because it is usually far easier to sell additional products to existing