Get Organized Twenty years ago, as the VP of Sales for industrial gas and welding supply company, I started writing a monthly column, “The Art of...

A lot to Consider As an independent regional distributor, you need to take a close look at where to invest your digital dollars. In a recent MDM...

Key Differentiator Many B2B purchases are made before a consumer even contacts a vendor. According to data from SiriusDecisions, 67% of the...

Remind Customers of Your Value As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is...

Technical Abilities A young woman came into a distributor’s store to buy a robot to automate her company’s business. The counterperson referred her...

The New Sales Model MSC Industrial Supply Co's new brand proposition — built to make you better — is an important strategy to note. The digitalized...

One of the most challenging responsibilities of a sales manager is bridging the gap on account profitability between sales reps and the executive...

Proverbs 11:14 says “Where there is no guidance the people fall, but in the abundance of counselors there is victory.”   I find these words...

A sales manager responded to a recent article I wrote which examined the importance of finding out why a customer was unresponsive. He noted that...

Digitization is altering the way people sell. Sales professionals must now look at how to personalize their processes. A great way to do this is...

The Advent of Distribution Networks As we know it today, distribution sales began in the United States in the late 19th and early 20th centuries....

A punch-card solution I have seen how digitalization has transformed society through my long and fulfilling career. I still have my first calling...

Focus on core strength Independent distributors have been introducing Enterprise Resource Planning (ERP) platforms to their businesses over time....

Price increase alert The Producer Price Index (PPI) climbed 10% in 12 months through February 2022. In line with economists' expectations, the...

A mentor’s objective is to identify your needs and expectations and offer creative solutions that move your business forward.  In today’s...

Successful salespeople are constantly looking for ways to thrive in a marketplace loaded with alternative business channels. They ask, "How do...

Artificial Intelligence Artificial Intelligence (AI) is the wolf at the distributor’s door. It enables alternative channels to directly compete with...

Take advantage of your data Due to a proven track record of delivering products, small and mid-size businesses (SMBs) enjoy working relationships...

I was fortunate to be part of the glory days of an outside distributor sales team. We built strong customer relationships. Using our technical...