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Best Practices to Grow Wallet and Market Share
To grow, distributors must go after both wallet and market share – the percentage of business they own at a customer account and in their respective market areas. But most distributors don’t have a process in place to power this.
In this 60-minute webcast, Jonathan Bein of Real Results Marketing, Tom Gale of MDM Analytics and Richard Blatcher of PROS share proven tactics to profitably and sustainably grow your wallet and market share.
You will learn how to:
- Target customers at both the territory and account levels
- Leverage your transaction data to identify the best growth opportunities
- Focus sales resources at accounts with the greatest growth potential
Jonathan Bein, Ph.D.
Senior Partner, Real Results Marketing
Jonathan is senior partner of Real Results Marketing, a Boulder, CO-based marketing strategy and execution firm focused exclusively on the distribution industry. Founded in 2003, RRM brings unparalleled marketing expertise as successful executives, advisors and implementers with MRO and OEM distributors of all sizes in a variety of market segments. Jonathan has successfully led and been part of executive management for software product and services companies in information technology, healthcare and communications.
Thomas P. Gale
CEO/Publisher, Modern Distribution Management/MDM Analytics
Tom Gale leads Modern Distribution Management’s market research division, MDM Analytics, which provides market potential, customer targeting and data services to leading industrial distributors and manufacturers.
Senior Industry Solutions Manager, PROS
Richard manages the global go-to-market strategy for PROS Automotive, Manufacturing & Distribution solutions. He has over 25 years’ experience in the industry originally based in Europe moving to the US in 2010. He spent the first part of his career in publishing and direct marketing managing the delivery of marketing and sales enablement services to many manufacturing and distribution blue-chip enterprises. He has also held EMEA and Global Marketing roles for $2Bn+ software company Autodesk including being responsible for launches of market disrupting SaaS software solutions into the market.