The Distributor Channel

The State of Distributor Sales 2022 COVID-19 made its dramatic world debut in 2020.  When the subject of Global Pandemics comes up in some far-flung future dinner conversation, I plan on citing Friday, March 13 th as the day any normalcy slipped out of my life.  It would be an understatement to say, “A lot of water has passed under the bridge since then.”  The Distribution Model has undergone a lot of external pressure. The past fifty years or so have repeatedly demonstrated a major point – distributors can change with their environment.  The distributor business model today bears very little resemblance to the business operated by my parents a half-century ago.  I started this project as keenly interested in exactly what has changed and established a benchmark for distributors to consider as they moved into the future. The result of the research concluded with a whitepaper and a presentation titled: 2022 State of Distributor Sales: Rewriting the Distributor Sales Playbook fo

After surveying and interviewing distributors across the country with Distribution Strategy Group, we are pleased to present the 2022 State of Distributor Sales. The webinar features: How distributors organize their sales forces by size, customer type, geography, and other factors Techniques for providing better, faster, and more efficient customer support Current trends in sales force compensation Best practices in telesales Which technologies and data sources distributors can employ to drive sales productivity Click HERE to watch the webinar for free.  Sponsored by Epicor and proton.ai. Thanks to all who participated in this project!  We appreciate your time and your contribution. .

The sixth of June carries a special significance for me.  Besides being National Yo-Yo Day and National Drive-In Movie Day, June 6th is somewhat of a personal holiday.  On this day, back in 1977, a young and darker-haired version of me walked through the front door of Allen-Bradley at 1201 South Second Street in Milwaukee.  At 7:30 that morning, I had no idea how going through that old-fashioned door symbolized the first step of a lifelong journey. Allow me to share a few sights, sounds, and other recollections of that day so long ago. First, the Allen-Bradley building was massive.  To a small-town boy who lived in a small-town world, it was a gigantic castle-like complex – two and a half city blocks and eight stories high.  The place was topped by the “world’s largest four-sided clock” and had an eight-story sky bridge that extended the place over the city street.  Having never seen even a small sky bridge, that alone impressed the 23-year-old me.  The plant had somewhere north