In today's market, distributors have to be focused on providing more than just product to their customers. Customers expect distributors to prove how they're saving money, says Matt Cohen, president of industrial distributor Replenex, a 2013 MDM Market Mover profiled in Replenex Builds Culture of Cost Savings. Tap your entire team to uncover cost savings ideas.
Replenex encourages all of its departments to contribute ideas. “Everyone is supportive of looking for ways to add value to customers,” says Doug Rovner, manager of customer relations. “… The employee who is also responsible for pricing and price file maintenance is just as likely to identify an opportunity for cost savings as someone in outside sales.”
Salespeople at Replenex are measured by the quantity of cost savings projects and the value of the savings those projects represent.
Suppliers are also involved. They are leveraged for new savings ideas or for new solutions to old problems. They are also utilized for training on new products and their applications.
Read more about how Replenex built its culture of cost savings.
