Keeping the customer at the center is key to providing the product data a customer needs to find a product, then transact.
Marketing Effectiveness
The Younger Your Customers, the More Important Your Sales Reps
Your value proposition – not the age of the buyer – determines the value your sales reps can add.
Manufacturers’ Top 3 Concerns About Traditional Distribution Channels
Here’s why an increasing number of manufacturers are going direct to the end customer.
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.
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.
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.
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.
Why Frank Hurtte Believes Fee-Based Services Are Do-or-Die for Distributors
In his book, The Distributor’s Fee Based Services Manifesto: Why You Need to Consider Charging for Your Services, distribution expert Frank Hurtte argues that distributors face a tough challenge. As market forces, demographics, alternative channels and the internet push against their half-century-old model of wrapping value-added services charges into product margins, distributors must change their revenue model or perish.
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.
It’s Not Your Grandfather’s Industry Anymore
This post previews some of the key findings in the first report based on our research for the National Association of Wholesaler-Distributors into how distributors can take strategic action in response to disruption. Download the report now.