Protecting Your Best Accounts from Competitive Encroachment
During difficult economic times, it is especially important for distributors to protect against competitive encroachment. As the focus shifts from…
Achieving Greater Account Penetration by Increasing Share of Wallet
Interested in learning how much your customer spends? Share of Wallet (SOW) is an important metric to measure how much…
Want Higher Order Size? Target Buying Behavior
Segmentation is a powerful tool for distributors, allowing them to better target their marketing efforts by focusing on the needs…
The Many Benefits of a Centralized Customer Database
A centralized Customer Relationship Management (CRM) database is a critical component of your distribution business. SMP’s platform allows distributors to…
Five Ways Leading Distribution Sales Reps Use Data to Meet Their Goals
Distribution sales teams are under a lot of pressure to produce results. To meet their quotas and goals, they need…
How Distributors are Increasing Their Sales Through Targeted Marketing
As the owner or operator of a wholesale distribution business, you're always looking for new and innovative ways to increase…
The Benefits of Targeted Marketing for Wholesale Distribution
While still important, traditional marketing methods in distribution such as printed flyers, branded calendars and directory ads are no longer…
Study Results: Targeted Marketing in the Distribution Industry
We recently surveyed distribution industry professionals about their targeted marketing practices and the results are in. Did you know that distributors…
How Distributors Improve Customer Retention
How Distributors Improve Customer Retention A common rule of thumb in distribution is that it is seven times more expensive…
Creating Value with Vendor Insights
Creating Value with Vendor Insights One of the most overlooked strategies in driving new sales in distribution is providing…