In this episode of Distribution Strategy Group’s Wholesale Change Show, experts discuss how to supercharge your sales with your largest customers.

Most customers think they buy from you more often than they do in real life. Similarly, customers think they understand everything they need to know about your company.

This is a look into the future of wholesale distribution. Join us as we discuss how disruptors will drive consolidation as distributors pool resources to protect and grow market share.

Distributors know that any digital initiative requires a great product database. Even after all these years, defining the requirements, nailing down the process, choosing the right technology and maintaining a product database is a daunting task.

Distributors hate returns. In addition to refunding the sale, they often have to liquidate the product and deal with the administrative hassles ranging from the customer to the supplier.

Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer.