Distributor Sales

/Tag:Distributor Sales
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26 November 26, 2018
  • Customer Service discussion

The Changing Role of the Salesperson

By |November 26, 2018|

The nature of sales has changed. We’re finding that face-to-face 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 “go-to” information resource for potential customers researching a business, today, in the age of quick and easy web searches, that […]

28 September 28, 2018

How Surveys Increase Interaction and Communication with Customers

By |September 28, 2018|

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 […]

21 August 21, 2018

Create the Right Marketing Message

By |August 21, 2018|

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 […]

28 June 28, 2018

Diversifying Delivery as a Service Opportunity

By |June 28, 2018|

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.

Having a problem viewing the video? Click here to watch: https://vimeo.com/269901725

Give Your Customers Options
When you approach delivery today, consider […]

28 March 28, 2018
  • Customer Churn in Distribution

An Easy Fix for Customer Churn in Distribution

By |March 28, 2018|

If you’re like most distributors, you’ve probably lost touch with more than a few customers as the first quarter of 2018 comes to a close. Here’s an easy fix for customer churn in distribution.

The key to retaining customers, acquiring more customers who are like them, expanding revenue per customer, and increasing your profitability is knowing […]

8 March 8, 2018

How Referrals and Online Reviews Boost Conversion and Retention

By |March 8, 2018|

Obviously, it’s easier to reducing customer churn than it is to sell more products, so where should distributors be more keenly focused?

In a world where experts consistently say it is seven (or more) times more difficult to create a new customer than it is to sell more to existing customers, it’s obviously easier to reduce customer […]

19 February 19, 2018

How to Give Customers What They Want and MORE, to Ensure Conversion, Retention, Referrals, and Profit

By |February 19, 2018|

Things in wholesale distribution are tough these days — and they’re getting tougher.

Traditional industry challenges like slim profit margins, poor interdepartmental communication, and lack of data accuracy are paling in comparison to new, non-traditional challenges such as disintermediation, technological transformation, and increased threat from competitors (both traditional and nontraditional). These challenges have left many distributors struggling […]

16 January 16, 2018

Getting the Whole Picture with Statistical Satisfaction Data

By |January 16, 2018|

In past blogs, I’ve talked about the importance of garnering testimonials from your customers.  Testimonials work for you by providing both feedback from current customers for continual process improvement and social proof for prospective customers. This creates a strategy for securing the customers you already have by constantly improving the outstanding customer-centric service for your […]