The 2020 Mid-Year Economic Update_long

November 10 2016

Why Field Sales Must Evolve

Volume:

46

Issue:

21

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Features

How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This article, the first of a two-part series on the changing role of distribution sales reps, examines what’s driving the shift and why distributors should act.

Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.

This article includes:

  • Cost of the field-selling function for distributors
  • The evolution of sales
  • Forces of change and how to address them

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

The distribution industry is changing, and the role of relationships is changing with it. They still play a critical role, but more needs to be done to maintain them. This article looks at how buying group Affiliated Distributors, Wayne, PA, is helping members adapt to the new market and strengthen relationships between distributors and suppliers.

This article includes:

  • How AD builds quality partnerships
  • Achieving deeper distributor-supplier relationships
  • Addressing the generational shift

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Better Supply Chain=Improved Profitability
  • What Millennials Want
  • 2016 Distribution Remodel: Refocus on the Core

ADs e-commerce services, which became available for its industrial division in January and launches in early December for its electrical and plumbing, PVF and HVAC (PHCP) divisions, gives member companies access to fully attributed data and can help level the playing field for small and mid-sized distributors.

This article includes:

  • Overview of what distributor customers want
  • Tips to build a digital branch
  • How the need for e-commerce is growing

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • 2016 State of Distributor Marketing: Top Performers Shift to Online
  • Use Tech to Work Smarter, Not Harder
  • Making the Case for Mobile

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Wiring Devices, Current and Non-current (NAICS 335931/335932), by end user in the U.S., plus the top end users by 6-digit NAICS.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Use Tech to Work Smarter, Not Harder
  • Market Snapshot: Mechanics Hand Tools Market Demand in the U.S.
  • MDM Pricing Trends Report: Third Quarter 2016
4621Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Why Field Sales Must Evolve: The Gorilla in the Room, part 1
  • Commentary: Drones, Disruption, Distribution
  • AD Hones Focus on Relationship-Building
  • Digital Branch Strategy Drives AD eContent
  • Market Snapshot: Wiring Devices Market Demand in the United States
  • News Digest

Are you a subscriber? Simply log-in to view this issue.

PDF Download

How customers buy is challenging the traditional role, function and purpose of the distributor field sales position. But many distributors have resisted changing their approach to sales for fear of losing sales reps, customers or both to the competition. This article, the first of a two-part series on the changing role of distribution sales reps, examines what’s driving the shift and why distributors should act.

Join Indian River Consulting Group and MDM for Sales GPS, a live event on the future of field sales. Learn more at SalesGPS2017.com.

This article includes:

  • Cost of the field-selling function for distributors
  • The evolution of sales
  • Forces of change and how to address them

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Changing Channels Demand New Models
  • The New Realities of Training
  • Move Beyond Sales Training

The distribution industry is changing, and the role of relationships is changing with it. They still play a critical role, but more needs to be done to maintain them. This article looks at how buying group Affiliated Distributors, Wayne, PA, is helping members adapt to the new market and strengthen relationships between distributors and suppliers.

This article includes:

  • How AD builds quality partnerships
  • Achieving deeper distributor-supplier relationships
  • Addressing the generational shift

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Better Supply Chain=Improved Profitability
  • What Millennials Want
  • 2016 Distribution Remodel: Refocus on the Core

ADs e-commerce services, which became available for its industrial division in January and launches in early December for its electrical and plumbing, PVF and HVAC (PHCP) divisions, gives member companies access to fully attributed data and can help level the playing field for small and mid-sized distributors.

This article includes:

  • Overview of what distributor customers want
  • Tips to build a digital branch
  • How the need for e-commerce is growing

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • 2016 State of Distributor Marketing: Top Performers Shift to Online
  • Use Tech to Work Smarter, Not Harder
  • Making the Case for Mobile

The MDM Market Snapshot, based on data from MDM Analytics, includes market demand for Wiring Devices, Current and Non-current (NAICS 335931/335932), by end user in the U.S., plus the top end users by 6-digit NAICS.

Subscribers should log in below to read this article.

Not a subscriber? Subscribe below or learn more. Subscribers also have access to the following related articles:

  • Use Tech to Work Smarter, Not Harder
  • Market Snapshot: Mechanics Hand Tools Market Demand in the U.S.
  • MDM Pricing Trends Report: Third Quarter 2016
4621Cover

This is the PDF of this issue of Modern Distribution Management.

Table of Contents:

  • Why Field Sales Must Evolve: The Gorilla in the Room, part 1
  • Commentary: Drones, Disruption, Distribution
  • AD Hones Focus on Relationship-Building
  • Digital Branch Strategy Drives AD eContent
  • Market Snapshot: Wiring Devices Market Demand in the United States
  • News Digest

Are you a subscriber? Simply log-in to view this issue.