Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Marketing & Digital Marketing
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Learning Financial Accounting as a Second Language
During a Crisis, You Must Know the Lingo to Join the Convo Early in my career, I was terrified of math (due to post-algebra traumatic stress suffered in high school) and so I didn’t even try to learn financial accounting. This became an increasingly big problem as I was promoted and sat in more meetings…
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6 Steps Marketers Need to Take to Protect Business During the Coronavirus Pandemic
Distributors are facing unprecedented uncertainty due to the impacts of the global COVID19 outbreak. While many safety and janitorial supplies wholesalers are seeing some of their biggest months ever, most distributors aren’t sure what’s coming in the next couple days, much less the next few months.
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Don’t Be a Sheep: Avoid These 7 Taglines
Many taglines distributors have embraced are far too general to have any differentiating impact. Here are seven taglines you should avoid – and why.
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2020 State of Distributor Marketing, Part 1: Distributors Struggle to Balance Digital with the Traditional
In general, distributors’ ongoing shift to digital is a good thing; depending on the segment, customers do prefer to be communicated with digitally.
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2020 State of Distributor Marketing, Part 2: Distributors Aren’t Articulating Their Real Value, Falling Back on Selection, Delivery and Price
About 90% of respondents in our annual State of Distributor Marketing survey with Modern Distribution Management think they are delivering more value than their competitors: either much more value for a higher price, more value for the same price or more value for a lower price.
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Selling More to Existing Customers: How to Release the Value Sitting in 90% of Your Accounts
Your top 10% of customers are covered by field sales. How are you reaching the other 90%? The very largest of a distributor’s accounts (on average the top 5%) tend to make up 55% to 70% of a distributor’s revenue. They have massive buying power, and distributors typically offer them value-added services pro bono.
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Campaigns, Activities Every Distributor Can Use to Grow Ecommerce Sales
Customers and prospects may learn about, shop for and buy products from your company in a variety of ways—online searches, website visits, interaction with salespeople and more.
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The SEO Arms Race: How to Get Your Website On Page 1 of Google
Search engine optimization (SEO), as technical as it sounds, is critical for a distributor to be found online. In fact, a search engine like Google is where most customers are starting their searches for products, services, or suppliers, according to our ongoing survey of more than 10,000 end users across distribution segments.
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Persona Marketing: Know Your Customers, Target Your Messaging – and Grow Your Sales
We’ve seen a strong correlation between companies that are high-performance marketers and those who target their marketing efforts to roles or personas within their customers’ organizations.
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Marketing to Millennials and Gen Z: Have You Adapted Your Marketing for the Next Generation?
The truth is: The “next” generation is here now. The oldest Millennials are 36; many are moving into or are already in decision-making positions. Distributors must change their marketing approach – whether they’re ready or not.