The State of Distributor Sales 2022 Report

By -

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 13th 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 for a New Era

Here are a few factoids from the whitepaper.  Feel free to use over drinks at your next industry meeting.

·        Only 45 percent of Distributors are Satisfied with their Sales Results

·        66 percent of distributors are NOT satisfied with their efforts to acquire new customers

·        Distributors are making about 40 percent fewer sales calls today than pre-Covid, and plan even fewer in the next three years

·        Over 30 percent of distributors have a sales administrator position

·        58 percent of all distributors have an ecommerce platform

·        66 percent of distributors are charging for some of their services

 

The full 20-page report is yours for the asking.  Check it out HERE.  Feel free to give me a call, drop me an email, or send out a carrier pigeon if you have questions or comments.

Comments

Post a Comment

Popular posts from this blog

The Dance of Onboarding: Integrating New Hires into Your Corporate Culture

By -
Image
Have you ever tried to waltz or swing dance with someone who couldn't match your rhythm or didn't know the steps? It can become a clash of styles or cultures, or, worse—somebody gets their toes stepped on. A similar thing can happen when a new hire doesn't quite 'get' the culture. Much like dancing, though, skills can be learned. I recently facilitated a panel on Cultural Quotient (CQ) where we discussed best practices for increasing CQ. This involved intentional learning, self-awareness of physical cues such as body language and personal space, and the willingness to adapt to new cultures. I have some amusing stories about what not to do based on experiences with insensitive former colleagues. However, it's more productive to focus on how employers can improve the onboarding experience and subsequently enhance retention and employee engagement by welcoming people into their corporate culture. Maybe someday in person, over drinks, I'll share a funny story o...
Read more

50 Questions for Distributors

By -
Image
Last week I wrote an article titled “Six Questions that Demand an Answer.”  Sharing the article with a few trusted advisers, I received one consistent bit of feedback best summarized by this response. “Frank, I agree these are questions we must ask ourselves; they caused me to pause and ponder.  I used them as an exercise with my team to think about our overall strategy.  I believe taking the time to think about our business from an outside perspective to be justified and worthwhile.   Sometimes it’s hard to do this subjectively.  I would like to see more questions just like these.” The following is my first round of questions.  I have put them into categories to make them easier to digest.  Some will apply to your position, some will not.  I suggest spending a moment visiting these topics with members of your own team. A note:  The readers of this blog come from a variety of backgrounds, hold a diverse collection of positio...
Read more

Ship and Debit Programs

By -
Image
Special Pricing Agreement and Thoughts about Ship and Debit Programs Click here for a brief tutorial on Ship and Debit Programs. Special Pricing Agreements (SPA) have been around for a very long time. The concept is simple; a manufacturer uses their distribution channel as a vehicle to service a customer who requires very low pricing to match some commercial situation. The details of the commercial situation aren’t really all that pertinent. They can arise due to customer potential, competitive pricing pressure, or supply contracts driven with large mega-corporations. The point is normal distributor margins no longer support the selling price and the distributor plays a critical role in providing some service to the customer. In years gone by, distributors involved in these situations purchased products earmarked for the special priced customer at sub-distributor price levels. The freshly purchased (at lower than normal cost) products were either brought “into stock” to sell...
Read more