Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest
Distribution Sales Strategy
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
Upcoming Programs
Join us on Oct 22, 2025 at 9PT/12ET for the latest findings from our comprehensive research on the state of eCommerce in distribution.
Join us on Oct 29, 2025 at 9PT/12ET as top distribution leaders share actionable ideas on productivity through automation.
Join us on Tuesday, Nov 4, 2025 at 9 PT/12 ET for our newest session of AI News and Gurus: The Show for Intelligent
Join us on Nov 11, 2025 at 9PT/12ET to learn how leading companies are using AI and integrated solutions to create real business impact.
Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest
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
Based on our extensive work with distributors, we distill your list of technology choices to the investments that we believe can have the greatest
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