Distribution Sales Strategy
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Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Here’s why an increasing number of manufacturers are going direct to the end customer.
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40+ Ways Distributors Are Using Analytics for Growth
Here are more than 40 ways distributors are using analytics to improve sales effectiveness, increase efficiencies, and drive growth.
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Shake Up Sales Models and See Results
An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
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6 Steps to Help Your Customers on Their Shopping & Buying Journey
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
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How AI Drives Sales Productivity to Offset Labor Shortages
The difficult post-pandemic labor market is having an impact on businesses across industries from retail and hospitality to manufacturing and distribution. While there is high demand for salespeople as companies implement aggressive recovery plans, recruiters can’t find people interested in a sales career.
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How Arbill Built Its Product & Service Strategy on an Unwavering Foundation of Safety First
Safety distributor Arbill has developed a deep set of services, including training and compliance, as well as a private-label product line to meet customers’ needs.
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Gustave Larson’s Sales Force Transformation & the Distributor’s Focus on the Customer’s Customer
Read how HVAC distributor Gustave Larson has introduced and driven real value from innovative services. Andrew Larson, the long-time CEO and chairman of Gustave Larson, an HVAC distributor, joined Distribution Strategy Group to share what has worked for the company as it has transformed its sales force and built a suite of services focused on helping the customer’s customer.
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Webinar: 2021 State of Shopping and Buying in Distribution
his free webinar we shared the results of our research on what your customers want in 2021 and beyond.
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Distributors Need New Sales Toolkits Post-Pandemic
COVID-19 vaccines are rolling out across the nation, and it feels like we are “returning to normal.” But some of the changes brought on by the pandemic will stick around. While distributors have always sold products on multiple sales channels (for example: outside sales, inside sales, customer service, ecommerce, and VMI), COVID-19 shifted the dynamics and reliance…
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How to Select, Sell and Deliver the Right Value-Added Services for Your Business
It is increasingly important for distributors to add value and differentiate themselves from the competition. Peter Neuberger, CEO of United Performance Metals, shared with DSG how to be intentional and disciplined about the value-added services you provide to optimize the benefit they have for your business.