The murky world of marketing co-op baffles distributors and manufacturers alike.
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Distributors: Are you looking for some simple, straightforward and painless ways to make adjustments that improve your profitability? Here are a few of our favorite profit-driving hacks.
Understanding and monetizing value-added services in wholesale distribution is critical to competing today. But many distributors tend to have a limited worldview when it comes to which services they provide.
When most distributors talk about inside sales, they are usually referring to customer service agents. Yet, customer service personnel are generally more reactive than sales agents, because their goals are to make customers happy and solve problems.
If Amazon Business owns the customer, warehouses your products, does the picking, packing and shipping and handles the entire transaction – why do they need you?
Digital transformation has been a part of distributors’ language for many years. But the speed of transformation has varied: It’s hard, takes significant resources and in some instances, hasn’t been spurred by overwhelming customer demand.
It’s easy to find ways of boosting margins – the hard part is prioritizing the approaches that provide the greatest return for the least amount of risk and effort.
Most distributors keep busy enough just handling incoming calls, emails and, in many cases orders from their website. But how do we know if we are actually winning?
Distributors often call their customer service personnel, “Inside Sales Salespeople” – but are they?
It’s fair to question whether these events are correlated or it’s just a coincidence that Amazon Business is (apparently) thriving in various international markets while Grainger is not.