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More from Distribution Strategy Group

Segmentation by Net Profit for Customer Acquisition

Segmentation by Net Profit for Customer Acquisition

Jonathan Bein · September 9, 2012 · Leave a Comment

Everybody knows that it is easier to sell to existing customers than it is to acquire new customers. A good segmentation of your markets is one of the keys to successful new customer acquisition.

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the case for proactive selling

The Case for Proactive Selling

Debbie Paul and Jonathan Bein · June 6, 2012 · Leave a Comment

If created and managed well, outbound and inbound calling programs can be very effective. What’s more, implementation does not have to be expensive or overly complex.

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2012 state of inside sales in distribution

2012 State of Inside Sales in Distribution

Debbie Paul and Jonathan Bein · May 29, 2012 · Leave a Comment

For many, inside sales involves ordering, technical support, returns handling and credit management. Rarely does it involve proactive, outbound sales. Simply put, those with the title “Inside Sales” spend little or no time actually doing inside “sales” because they lack the time, training or aptitude or skills to be successful.

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Segmentation for Sales and Marketing Quick Hits

Segmentation for Sales and Marketing Quick Hits

Jonathan Bein and Robert Kelley · May 14, 2012 · Leave a Comment

When we ask successful distribution company executives about the sweet spots in their market, they readily provide a confident answer. The problem with the answer is that it is usually incorrect or at best partially correct.

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The Economics of Cross-Selling

The Economics of Cross-Selling

Jonathan Bein and Robert Kelley · May 5, 2012 · Leave a Comment

Up-selling and cross-selling are the two primary means of growing an account. Among these, cross-selling is paramount. Here’s why: many distributors have regular customers who buy the same set of 10 to 20 SKUs over and over, yet, they have thousands of other products that could be sold to those same customers.

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Improve Customer Lifecycle Management with Simple Analytics

Improve Customer Lifecycle Management with Simple Analytics

Jonathan Bein and Robert Kelley · April 5, 2012 · Leave a Comment

One of the biggest challenges for any sales and marketing organization is when to reach out to a customer with an offer or promotion. The objective is to reach out according to a natural buying cycle. If it is done too frequently, it loses its impact or even turns the customer off.

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Good Product Data: The Oxygen for Catalogs and E-Commerce

Good Product Data: The Oxygen for Catalogs and E-Commerce

Jonathan Bein · January 10, 2012 · Leave a Comment

Good product data is crucial for any successful distributor catalog or e-commerce website. This includes accurate and complete specifications of products as well as clean photos, related items, and substitute products.

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Web and Catalog: Fast Friends

Web and Catalog: Fast Friends

Jonathan Bein and Jim Tenzillo · December 10, 2011 · Leave a Comment

Catalogs and e-commerce are critical individual components in distributors’ marketing arsenals. Distributors that have taken advantage of clear synergies between the two are reaping huge benefits, including cost savings in product information management and marketing.

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Print Catalogs: Why They Are Alive and Well

Print Catalogs: Why They Are Alive and Well

Jonathan Bein and Jim Tenzillo · November 11, 2011 · Leave a Comment

Distributor measurements of effectiveness primarily include return on marketing investment, customer retention and lifetime value, and secondarily include share of wallet and internal rate of return. Furthermore, nearly 80 percent of distributors have gather customer feedback on catalog effectiveness.

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How Your Competition Is Beating You With E-Commerce

How Your Competition Is Beating You With E-Commerce

Jonathan Bein and Anthony Chien · October 26, 2011 · Leave a Comment

There was heavier participation from industrial, electrical/electronics, building, safety, hardware, and HVACR. Other participating sectors include chemicals and plastics, building materials, pulp and paper, janitorial, hardware, oil and gas, grocery, and pharmaceutical.

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