An early jump into next-generation capabilities could help distributors grow at twice the rate of the economy.
B2B Sales Channel Strategy
Distributors sell through multiple sales channels: outside sales, inside sales, ecommerce, customer service, VMI and more. But as customer expectations shift, the role of each channel in B2B sales continues to evolve. Customers are demanding a seamless experience no matter where they interact with the distributor.
Take bold action to meet build an efficient, seamless experience no matter the channel your customers are shopping and buying from.
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.
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.
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.
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…
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.
In our recent State of Technology in Distribution survey, we evaluated the core technologies, platforms and products used by distributors to manage their business including sales and marketing, internal operations and financial management.
When the ROI of marketing automation isn’t what you expect, don’t retreat to a basic email package. Before you go, get honest about whether you really gave marketing automation a chance.
Mike DeCata, CEO and president of Lawson Products, loves the way distribution touches all of our lives, and it shows. His impressive career spans from leadership at Grainger, United Rentals, and Chef’s Warehouse to growing the share price of MRO distributor Lawson Products by 1,000% since taking his position there in 2012.