Distributors have been seeking opportunities to generate, or increase, their service revenue. While traditionally a complementary service for industrially-oriented distributors, construction-oriented distributors are also seeing opportunities. Some distributors have defined …
Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator Read More »
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 »
Much is talked about \”innovation\”. It\’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is \”mentality\”, that is infused into individuals and …
Earlier this year Channel Marketing Group conducted research regarding joint business planning and released the results earlier this fall. Some of the key findings revealed that: Manufacturers talk sales; distributors …
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that …
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas …
