Distributor owners know, without a doubt, that people are their biggest asset.  They are correct in that nearly 60 percent of all gross margin dollars go to paying employees, but that’s not what I have in mind.  People are important to salespeople and often the importance transcends a purely business relationship.  Long-term customers often become friends, allies, and occasionally future business partners.    Moving a person from a stranger to an important customer, business ally, or even a personal friend, is a time-consuming and difficult process.  Here is a rough and simplified outline: 1.      Identify the person who might have the ability to influence the purchase. 2.      Gather background information on this prospect. 3.      Determine the points/product features the prospect considers important. 4.      Provide information and answer questions to build credi...

In a recent conversation with a very progressive distributor, we touched on an age old topic: the activities of factory salespeople.   To give you a flavor for the call a bit about the distributor.     They are extremely qualified, technically competent and have demonstrated the ability to drive their business forward.  In a time when most distributors in their sector are struggling, their sales are still pushing upward; well ahead of the industry average.  At the highest levels, their supply-partners admire their work, but there is a strange disconnect at the local level.  The local factory sales guys don’t seem to get along with the distributor folks.  Things get complicated from here.  The distributor, being technically qualified, well trained and totally familiar with their supplier’s products doesn’t need a lot of support.  In a couple of instances, it turns out the distributor team is actually more savvy on the products and app...