No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don’t waste a good pandemic
Marketing
Make sure you don\’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic for those who lost loved ones. And, for all, it will continue to be, especially until there is a vaccine. But, adjusting to change is what Americans excel at. The phrase ““Never let a good … [Read more...] about Make sure you don\’t waste a good pandemic
Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally (from a staff viewpoint) and operationally. Now they are looking at “doing business” and more financially secure ones are identifying ways to take … [Read more...] about Moving from Survivability to Thriveability
Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \"the world is falling\", and it started to … and has. Humpty Dumpty fell and he then said, since his horsemen were missing (probably unemployed), \"Carmen Sandiego will help in finding the pieces (after the government offers money to stabilize employment)\" So, let’s find the pieces and help you in … [Read more...] about Market Targeting – The story of Chicken Little
Increasing Sales Effectiveness, a COVID Opportunity?
A potential outcome of COVID-19 is a rethinking of sales organizations. You\'ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to think about your sales organization \"post COVID\". Consider … prior to the pandemic outside salespeople believed that they needed to spend time behind a windshield and needed … [Read more...] about Increasing Sales Effectiveness, a COVID Opportunity?
Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While some of the discussed services are unbundling, what is currently provided / expected, others are more consultative in nature or services that customers / contractors can outsource to … [Read more...] about Selling Services Requires a Plan & Marketing
Wants and Needs
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ the latest and greatest electronic, but do they ‘need’ it?” The same occurs with a number of distributor sales management. They “want” new accounts and believe that customers “need” them. Yes, I … [Read more...] about Wants and Needs
2020 Planning
We’re in the midst of meeting and planning season and with it comes the perennial question of “what’s the outlook for 2020?” While no one has a crystal ball, it’s safe to say that many think their ball is “cloudy” for next year. It’s unclear what, if anything, the market “will give” in growth, hence succeeding in 2020 is dependent upon the execution of your strategy and … [Read more...] about 2020 Planning
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 expectations, and it will become distributor reality (and is defined as \"ease of doing business\" by distributors in considering manufacturers.) While customers expect competitive … [Read more...] about Convenience Will Deliver Sales and Loyalty
Football Fever
In the words of Hank Williams, “are you ready for some football?! The season for the most watched sport in America started this weekend with Miami vs Florida and will continue until early February. Whether peewee, high school, college or pro, football will take over most towns and conversations. Millions of conversations on Monday’s, Tuesday’s and Friday’s will … [Read more...] about Football Fever
