Category Archives: Distribution Industry Sales

245. Forthcoming Book on: Distributor Digital Sales & Marketing

Who is Susan Merlo, the Author?

Short answer: go to her website at NextLeveliMedia.com. Long answer: I met Susan over ten years ago and have been watching her digital successes for distributors ever since. Her new book is a how-to, roadmap for creating effective, New-Normal, digital capabilities.

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229. Distributors Create a 3PL, Systems Division

Why Do Distributors Economically Exist?

Most “merchant” distributors cannot answer this question effectively. So, they fear the unknown, economic boundaries for:

  1. Suppliers selling more customers direct.
  2. Suppliers selling (partial) lines through Amazon.
  3. Integrated Supply distributors taking over their biggest accounts.
  4. Digital disruptors stealing both spot and big, commodity orders with lower prices.

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225. New Business-Models for Post-Corona?

Mask-Free, Likely Date: November ’21!

At Mckinsey.com, take a look at their 11/23/20 “Insight” entitled: “When Will the Covid-19 Pandemic End?” Given the recent vaccine news, their back-to-new-normal date is one year out – 11/21 – along with other less-probable-scenario dates. By 11/21, what new business-models must distributors have in place considering these…

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214. Farmers, Hunters, Challengers, and Killer-Teams for Gazelles

Farmers and Hunters?

Around 1870 someone in the insurance industry realized that: selling new policies (hunting) required a lot of rejection. But, collecting monthly premiums on sold policies was easy maintenance (farming) and eventually took up all of rep’s time. No more hunting!

Solution? Split the functions. Then, hire different types for different pay.

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