Integrating with your customers provides an opportunity to add value to them and help solidify your role as their preferred distributor. The key is recognizing the reality ... that they also need to buy from your competitors (credit, availability, brands, location, price, etc) and enabling this (remember the phrase, "pigs get fat, hogs get slaughtered!") Recently I wrote … [Read more...] about Blue Hawk Brings Construct CRM to its Members
Technology & Digital
Adding a Nudge to Your Sales Coaching, at the Point of Impact
Every conference has some session about AI. And every reception at every conference has someone asking about what you’re doing with AI. So, imagine being at a conference that is all about AI and where everyone is talking AI 24x7x3. This is what will happen next week at DSG’s Applied AI conference in Chicago. If you are attending get ready to hear from many AI companies about … [Read more...] about Adding a Nudge to Your Sales Coaching, at the Point of Impact
TUG Connects: More Than an Infor Conference
Infor is one of the most prominent ERP systems serving the HVACR market. Last month their users group, TUG, which is independently run, held their annual event. If your company operates on the Infor platform, this is where your IT and sales operations group (as well as others depending upon the agenda) go to keep your company on the leading edge of technology. NSA … [Read more...] about TUG Connects: More Than an Infor Conference
Turn Your Customers’ CRM into Revenue for You
In the age of digital, distributors are seeking ways to get closer to their customers. Consider, if you have an electronic connection, and ideally an integration, with your customer, the relationship is deeper and you are building a moat around the customer. Your competition will still win some business (selected lines, locale, credit, perhaps price) but you win the dominant … [Read more...] about Turn Your Customers’ CRM into Revenue for You
Is CRM for Rep Agencies Still Optional?
CRM for rep agencies is a topic that has frustrated leadership teams for years, and the conversation rarely lands cleanly. Chris Atwell brings sharp, practical thinking to it, and the timing is good. I have been working on a research project focused specifically on how reps are using these tools today and what they actually want and need from them. Chris’s piece lines up with … [Read more...] about Is CRM for Rep Agencies Still Optional?
AI in Distribution: A Reality Check Before You Commit the Budget
The conversation around AI in distribution has moved past the pilot stage. Budgets are being committed, vendors are promising transformation, and the stakes on getting it right are higher than ever. Justin Johnson, founder and CEO of Motivate, offers a practical reality check for distributors weighing where AI actually moves the needle and where it just creates motion without … [Read more...] about AI in Distribution: A Reality Check Before You Commit the Budget
AI Provides the Speed to Quote Quicker, Win More Orders
Last month I participated on Prokeep’s webinar on order quotation and order automation. For a pre-launch event, the attendance was great. The timing, incidentally, coincided with meetings I had recently with some contractors who shared what is important to them. The answer … speed. They wanted speedy responses to quotes and questions. The reason – they are running fast. … [Read more...] about AI Provides the Speed to Quote Quicker, Win More Orders
