Industry Focus: Distribution

Demonstrate value to customers from the first point of contact

The role of the wholesale distributor is rapidly changing.

You need more than logistical and operational excellence to deliver the value your suppliers and end customers demand.

New technologies, changing buyer preferences and evolving supplier growth strategies are forcing distributors to demonstrate value in new ways. Sales models that focus on price and delivery face obsolescence. You need to find ways for your organization to combine operational expertise with true sales skills to maintain and grow your place in the value chain. As your revenue growth strategies change, your go-to-customer model must evolve in the following ways:

  • Segment into two populations: suppliers (to determine potential competition) and customers (to prioritize sales coverage)
  • Craft value propositions for end customers, determine the optimal combination of routes to customer and create jobs that align with your strategies
  • Create the training programs, tools and rewards necessary to attract and retain sellers

With deep cross-industry functional expertise, the distribution industry experts at Alexander Group can help you determine what steps you should take to improve your sales organization and generate sustainable revenue growth. Contact us today.

 

Featured Industry Insights

Top Trends Impacting Distributors

From e-commerce and consolidation to the need for new talent, are you ready for change?

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Is Your Legacy Sales Model Limiting Growth?

Read Case Study »

Customer Model and Sales Coverage Transformation

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Four Key Threats Disrupting Distributors

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Is Your Sales Compensation Plan Failing?

As customers and job roles change, is your sales strategy and sales compensation plan aligned for success?

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Growth Challenges Facing Distributors

Read Study Findings »

Sales Readiness Feedback Improves Go-To-Customer Models

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2018 Sales Compensation Trends Survey

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Client Success Stories

Identifying the Cause of Underperforming Sales Teams
A distributor needed to ensure sales compensation focused on driving business growth

Read Case Study »

Aligning Sales Strategies Across Regions and Acquisitions
A sales transformation roadmap was developed to align with the client’s new sales philosophy

Read Case Study »

How to Curb Runaway Pay Growth
Distributor calls for sales compensation program design to manage base salary and overtime payout inflation

Read Case Study »

To drive distribution revenue growth, contact us today

Practice Leadership

  • John Drosos
    John Drosos
  • Andrew Horvath
    Andrew Horvath
  • Kyle Uebelhor
    Kyle Uebelhor