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…
Reduce Customer Acquisition Costs with Distribution CRM
Reduce Customer Acquisition Costs with Distribution CRM Customer acquisition costs (CAC) are the amount you must spend to generate a…
Defined Sales and Marketing Processes Increase Enterprise Value
Defined Sales and Marketing Processes Increase Enterprise Value Shareholders and private equity companies place a value on your distributorship based…
Increasing Enterprise Value by Expanding your Customer Base and Diversifying your Revenue Sources
Increasing Enterprise Value by Expanding your Customer Base and Diversifying your Revenue Sources Every distributor hates losing a large,…
How CRM Increases Enterprise Value for Distributors
How CRM Increases Enterprise Value for Distributors The most common determination of enterprise value in wholesale and durable goods…
The Increased Role of Data in Sales and Marketing
The Increased Role of Data in Sales and Marketing The importance of data has evolved dramatically over the last several…
The Growing Involvement of Marketing in Distribution
The Growing Involvement of Marketing in Distribution We meet with many sales distribution teams every month and a topic that…
Adding Focus to Open Bids and Quotes
Adding Focus to Open Bids and Quotes Many distributors struggle with late or even no customer follow up. This is…
Are You Reinforcing the Right Sales Behaviors
Are You Reinforcing the Right Sales Behaviors An often overlooked benefit of using SMP is the ability to reinforce sales…