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.

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.

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

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.

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?

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

With this new distribution center, SupplyHouse.com will improve delivery times by one to two days in Arkansas, Kansas, Louisiana, Minnesota, Nebraska, New Mexico, Oklahoma, South Dakota, Texas and Wyoming.

All of the appointments were effective Jan. 1.