sales | Supply House Times

UID 2022 seats are filing up fast

January 7, 2022

University of Innovative Distribution, to be held March 21-24 in Indianapolis, is open for registration and seats are filling fast.

A. O. Smith announces retirement of vice president of sales, appoints successor

October 8, 2021

No Comments

Hawk has will remain with A. O. Smith through March 2022 to aid in the transition.

Strength in numbers: The value of the rep relationship

Ahead of AIM/R's 49th annual conference, A. O. Smith execs and reps discuss evolving role of manufacturers’ reps and why AIM/R is vital to success.

Natalie Forster

September 2, 2021

One Comment

Ahead of AIM/R's 49th annual conference, A. O. Smith execs and reps discuss evolving role of manufacturers’ reps and why AIM/R is vital to success.

How AI can increase distributors' inside sales effectiveness

Artificial intelligence helps sales teams make targeted sales efforts post-COVID.

Benj Cohen

August 11, 2021

No Comments

According to a recent McKinsey report, more than 90% of B2B companies have shifted to a virtual or hybridized sales model due to COVID-19. Though dramatic, this shift reveals an emerging trend away from face-to-face sales.

Managing growth in the new normal

Must-have capabilities to manage growth as distributors.

Senthil Gunasekaran

July 9, 2021

No Comments

When it comes to developing a growth strategy, distributors must be mindful of their actual capabilities in each of the seven essential process groups regardless of current market conditions.

T&S announces promotions

June 21, 2021

One Comment

T&S Brass and Bronze Works promoted Susan Albright, Nancy White and Maria Facchin in order to support ongoing growth and cement T&S’ leadership role around the globe.

Aquatherm hires new regional sales managers

June 15, 2021

No Comments

Aquatherm announced that Derek Robinson and Scott Wood have joined the company as regional sales managers.

Generating growth in the new normal

Part one of a three-part series on profitable growth for distributors.

Senthil Gunasekaran

June 9, 2021

No Comments

Without the wealth of information gained from visiting with customers and assessing their business on-site, it’s your responsibility to provide salespeople a sufficient alternative that will support growth generation.

Scott Tinder: Become an outsides sales leader

Scott Tinder

April 13, 2021

No Comments

Whether you call yourself a territory manager or an outside salesperson, you’re an important link between manufacturers and the contractors that need their products. But how do you go from being good to great? How do you excel?

Bruce Merrifield: Minnow division and data-free beliefs

Don’t waste time and resources on the wrong customers.

Bruce Merrifield

March 12, 2021

One Comment

Customer-profitability analytics provide many insights for distributors. A common opportunity is an accumulated sea of small, unprofitable accounts: Minnows!