A Distributor’s Strategic Plan Starts with Customer Insight
Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.
Connect with customers, ask them questions and listen for their responses, look for themes in the conversation and then follow up on the discussion, recommends IRCG’s Dan Horan.
The old axiom of delivering what your customers want, when they want it and where they want it may be holding your distribution business back.
Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.
A granular approach to forecast adjustment during a period of revenue decline can help distributors better understand demand shift and adjust for variability.
Managers who prioritize strengthening the emotional intelligence skills of their sales team, such as empathy, find customers feel more connected and are more likely to share pain points that lead to purchases.
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Distributors are making advances in areas that have long been on the to-do list, such as improved technology adoption, better communication and more streamlined operations
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