Distribution Events
Thought Leadership and Software for Wholesale Change Agents
Sales & Marketing
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How to Make the Case for Marketing Automation
Every organization experiencing success with marketing automation has a different answer to this question. Here are the three that surface most often.
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It’s About Your Customer’s Efficiency
For many distributors, multi-channel only means adding e-commerce alongside field sales. However, there is more to multi-channel than just field sales and e-commerce. It might or perhaps should include proactive inside sales, vending machines, mobile, email, and SMS/MMS.
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2015 State of Distributor Inside Sales
Distribution Strategy Group, in partnership with Modern Distribution Management recently completed a survey about inside sales teams. The survey was designed to understand the key activities and the importance of these activities to companies’ inside sales teams, along with measurements and challenges.
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Making Money with Small Customers: Defeating the Profit Drag
Companies typically start with small customers, grow some of them into large customers, continue to add new small customers and learn a lot from serving all of them.
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Making Money with Small Customers: Balancing Margin & Cost
Distributors and wholesalers have been dealing with the “small order problem” for decades. Now, more than ever, mastering the policies and procedures that are a near-complete solution to this issue is a necessary and fundamental skill for every distribution organization.
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Making Money with Small Customers: Channel Alignment
For most distributors, the top 10 percent of their customers represent 60 percent to 90 percent of that distributor’s revenue. Those customers are well served by field sales reps. The remaining 90 percent of the customers, often called house-accounts, have 10 percent to 40 percent of the total revenue.
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Making Money with Small Customers
If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive calls from the next 20 to 30 and ignore the remaining accounts. While this salesperson is busy maximizing his or her commission by focusing on the larger accounts, the company is…
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Four Marketing Moves to Increase Profit
Over the last 20 years, there has been a broad movement by distributors to make operational improvements such as supply chain management, process standardization, lean production, and others. These practices, though not universally deployed among distributors, have created tangible efficiencies that manifest at the bottom line. While there is still more benefit to be realized…
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Bridging the Value Gap
They are undifferentiated because they say and offer essentially the same thing as their competitors. They are not relevant because they have not been tested with the market to see what customers and prospects care about the most.
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Positioning: Value Matters
When we ask executives for the value proposition of their business, they usually provide a ready, confident and well-rehearsed answer. The answer consists of a few claims about what they believe they do well.