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?
Returned goods can hurt productivity, reduce profitability, and damage customer and supplier relationships. No wonder most distributors focus on reducing them – but they do it the wrong way!
Here’s what to consider when considering what “product” means to your distribution business and your customer relationships.
How can you tell whether your website is working for your customers? Start with the why, and implement ongoing evaluation of how successful your customers are in accomplishing their intentions on your site.
Distributors’ field sales teams are adapting to a new way of reaching prospects now that they cannot just get in the car to visit in person.
Can there be a golden rule for such a broad discipline as distributor marketing, which includes everything from public relations to direct mail, advertising and SEO? The answer is yes, and the golden rule is: The more frequently you put relevant offers in front of targeted customers, the more frequently customers will buy from you….
These days, your customers care about more than their relationship with a sales rep. That’s because people are shopping differently – namely, online. As such, the experience that B2B distributors create on their websites for their customers has a big impact on their success. And a negative experience could negatively affect your engagement on other…
When it comes to taking advantage of manufacturing marketing co-op funds, too many distributors are leaving money on the table.
Since the early 1960s, most companies have organized marketing activities into the “Marketing Mix,” or the “4 Ps”: Product, Place, Price and Promotion. Distribution Strategy Group shares how to get that mix right.
Marketing is too broad to define easily because it includes everything from market research to SEO. But the objective of marketing should always be to help drive the long-term growth and profitability of the firm.