Convenience Will Deliver Sales and Loyalty
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B …
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B …
Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may …
The industry, as we know, is going through change. In many people’s opinion, the three biggest drivers of this change are: Increased competition, especially through alternative channels (non- full-line electrical …
Salespeople: Consultants, Relationship Managers or Order Facilitators to Contractors? Read More »
Customer expectations are changing how distributors are doing business. They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a …
How Distributors are Adapting to Changing Buyer Demands Read More »
Quality product data is the difference between an \”adequate\” website and one with \”quality\” data that is valued by customers. And \”valued\” is determined by increased traffic, increased sales, a …
Much has been discussed about employee retention as well as recruitment. While some elements of both are truly in the hands of the employee / candidate and companies cannot impact, …
In talking with senior management and HR managers of distributors, a continual challenge is personnel. While frequently these discussions relate to qualified (industry or skilled) personnel for sales, branch management …
Increasing Warehouse Accuracy in an Age of Employee Churn Read More »
General Motors (GM) historically has been known as a \”staid\” company and the prototypical \”old boys\” company. And its had its share of \”challenges\” ranging from uninspiring design to consumers …
GM Leader Drives Cultural Change, Innovation and Results Read More »
Last month Dick Friedman shared some ideas on how to ensure sales operations and customer satisfaction. Distributors know that operations is the key to profitability. This can relate to managing what …
There are three functional responsibilities that are critical to the survival, and growth, of all distributors. They are business development (need more sales!), effective inventory management and collections (inferring that …