Many distributors looking for ways to fend off disruption (read Amazon) are considering how to repurpose legacy brick-and-mortar facilities, according to NAW – the National Association of Wholesaler-Distributors.
We always hear the call from management, “We need more sales!” The call from the marketing team: “Sales needs to do better with the leads, they don’t close enough.” The sales team complaining that “these leads from marketing are horrible.” Same story, new year.
Traditional industries including industrial supply lag consumer retailers by about a half decade. Millennials consume information differently than the boomer generation, or even Generation X. Distributors not already making adjustments will start to see declining returns.
Only 51% of sales reps hitting quotas; 71% of customers ready to switch suppliers
September 1, 2017
When selling safety products, it is extremely important for distributors to be considered “trusted advisers” to customers. Fifty-three percent of B2B customers strongly agree that their supplier is a trusted adviser.