There are myriad ways for distributors to go beyond the status quo, including creating a business development team, building marketing around unassigned accounts and changing commission plan incentives, says MDMs John Gunderson.
John Gunderson
John Gunderson is a senior partner at Channel Marketing Group with more than 25 years’ experience leading category management, sales, marketing, pricing, analytics, and e-business with leading distributors such as Crescent Electric Supply Company, HD Supply Power Solutions, White Cap Construction Supply, Anixter/WESCO, Modern Distribution Management and EIS-Inc. He writes for all CMG Trends publications. He speaks and writes for associations including ISA, MDM, AD, NAED, NAW and NAHAD. [email protected]
Posts By John Gunderson
Crescent Electric president & CEO to retire after 41 years.
There are five categories where distributors can gain valuable insight from customer responses to improve business practices.
There is tremendous value in reaching out to associates, suppliers and customers to gauge and benchmark the quality of the relationship from all sides.
How distributors can create win-win supplier agreements during an economic slowdown.
Three key areas to focus on to improve profits even during a business slowdown.
The digital revolution has changed the way customers gather information and buy products.
Internal buy-in is tough; the sales team has to be onboard.
In the rapidly changing world of sales, were not in Gotham anymore.
How to develop personal and digital relationships with middle school customers.
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Industry greats always said, You cant do business out of an empty wagon.
