Digital tools have altered the customer experience. For example, product research, once the realm of the sales rep, is now done routinely by the customer online. So how does the independent distributor, whose business is traditionally relationship-based, compete with the big online verticals? One way is to look outside your company for platforms you can access to strengthen your sales position.
The specialists you need
Within your industrial vertical, some companies and associations specialize in the products and services you need. Specialists include trade associations, buying groups, manufacturers, and software providers. These resources for the independent distributor, when tapped, can increase your product knowledge. They offer information on the latest technologies, continuous improvement tools, marketing techniques, APIs (application programming interfaces), VMI (Vendor Managed Inventory) practices, etc.
In the distribution industry where I worked, one ERP provider commands the market. It provides regular forums for information exchange between themselves and their distributor clients. Furthermore, this ensures that their product enhancements and solutions work within that particular business space. It also reduces the cost of updates to the distributors as the provider spends less time on product development.
Differentiated product knowledge
For the traditional distributor, the ability to provide customers with differentiated product knowledge is its greatest asset. The availability of online research allows customers to look for information on their own, however. However, online research can be overwhelming to a customer. No one wants to waste time getting answers from automated attendants or overly dense web pages. Salespeople can use this problem to their advantage. Reps can do the research and provide product knowledge especially selected for their customers. In the digital world, sales reps need to increase their focus on customer education and product information.
Strengthen your sales position
Maintain your commitment to personal sales relationships and use digital tools to strengthen them. Devote time to building stronger partnerships with key vendors that demonstrate superior products and digital technology prowess. Lastly, use technology to customize and deliver the best product knowledge to your customers. In these ways, you strengthen your sales position in the digital world. Get tips and tricks like the above in The Art of Sales books. Or subscribe to the FREE monthly articles here.