Category Archives: Distribution Industry Sales

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.

Continue reading 229. Distributors Create a 3PL, Systems Division

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…

Continue reading 225. New Business-Models for Post-Corona?

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.

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

178. 2020 Sales Force Plans/Questions (B*)

Selling-Model Stress Fractures?

Recent surveys find that next-gen, B2B, digital-first buyers want only-scheduled-as-needed sales rep calls. They prefer, initially, maximum e-information and real-time e-support: 24/7/365. And, texts about real issues are preferred over “how’s-it-going”, outbound phone calls. Continue reading 178. 2020 Sales Force Plans/Questions (B*)