Professional Publications

Panning For Gold
Forty-eight percent of end-users don't want distributor salespeople calling on them, according to a 2001 survey of end-user customers conducted by Progressive Distributor magazine and MRO Today magazine. Entrenched integrated suppliers prevent competing distributor salespeople from winning new business or expanding existing sales.
In The Public Eye
When working with manufacturers and their distributor partners, I often encounter an immediate disconnect between the two groups. Three primary reasons are normally cited: Manufacturers normally work on a shorter term basis while their distributors are more likely to have a longer term business approach. Manufacturers fail to clarify the roles of their various channel partners.
How to Prospect Using Industry Classification Lists
Distributors who seek new customers often wonder how to generate a list of prospects. Industry classification systems can be an effective tool to help distributors focus their selling efforts in market segments they already serve, or introduce their capabilities to companies in similar industries. The government established industry classification to organize industries into definable categories.
Develop Stronger Distributor, Manufacturer Links
While trust is a two way street, this article specifically focuses on the challenges of mistrust caused by manufacturers. The distribution selling model can be one of the most effective and cost-efficient means for delivering products to the marketplace. Distributors drive unique value to end users that most manufacturers cannot easily duplicate.
5 Strategies for Joint Action Planning
Action planning between distributors and manufacturers has increasingly become a requirement by manufacturers. Normally, manufacturers drive the process because they are looking for ways to drive higher sales growth from their distributors. While joint planning is often viewed by the distributor as a necessary evil, it can actually be a constructive opportunity.