The nature of sales has changed. Face-to-face sales in distribution are not as common as they once were. We’re finding that more and more these days, those kinds of direct transactions are no longer a dominant means of selling a product or service. When there once was a time when a sales team was the […]
Interaction and communication with customers today is difficult. While today’s technology is incredibly beneficial in so many ways, it’s also made finding or creating an opportunity to engage with a customer – to spend time with them –more difficult than it’s ever been.
Bluntly, your customers don’t want to waste their time on you. They’re not interested […]
In a recent discussion with Randy MacLean of WayPoint Analytics, we examined the changing realities of messaging and marketing, and how things are changing so quickly. In the distribution industry, the need to communicate with your market hasn’t changed, but the avenues of communication and the audience have changed, giving rise to a lot of us […]
Whether your business survives is primarily determined by your ability to continue to serve your most profitable accounts. As such, these critical accounts require dedicated resources and responsive service in order to strengthen your ability to retain them.
Top-tier service is not meant for every customer, even though your company may pride itself on its top […]
In this interview with Randy MacLean of WayPoint Analytics, I explain to Randy how using a two-pronged strategy or approach to concierge-level customer service will easily result in an increase in profitability. The first step to creating the strategy is to determine the true profitability of each customer.
With this data on profitability, a two-pronged customer service […]
Delivery as a service opportunity: In the past, distributors could choose from just two delivery options. Either you could bring the product to the customer, or the customer could pick it up from you. Fortunately, you’re no longer limited to that model today.
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Give Your Customers […]