Forty-year industry veteran, author and speaker Jim Ambrose provided attendees of the recent North Central Wholesalers Association Convention in Dublin, Ohio, with a host of tips and strategies related to a distribution company’s salesforce and how to drive profitable share gain.
Ambrose stressed one key is to make sure companies target the proper customers. “You can’t be everything to all customers,” Ambrose told Supply House Times in a video interview available at www.supplyht.com/videos.
“Management has to identify the right customers to go after and the right ones to keep. Without that, you probably are doing a lot of things for a lot of people and probably are mediocre at best. Identify the accounts that are the best fits for the business and the ones you can make the most money on.”