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Other Articles || Sales Training Resources || Press Room
Articles on Sales & Distribution
The DaCo Corporation specializes in the distribution industry, with over 25 years of experience in helping distributors and the manufacturers who sell through them become more effective in their sales efforts. Read these articles on sales & distribution to gain ideas and insights to improve your sales effectiveness.
by Dave Kahle
There are a variety of answers -- too many for just one column. But, we can identify one of the most powerful ways to deal with this problem. "Low price" is not the main reason people buy! In every survey of buying motivations I've ever read, low price is never the primary motivation. Yes, it's important. And, when everything else is equal, it will be the deciding factor. But very rarely is everything else equal. And very few people in this world buy only on the basis of low price. How many of you are driving used Yugos? Or wearing a suit you bought at a garage sale? Or watching an 8-inch black & white TV?.... [Read more]
by Dave Kahle
What does it mean for a salesperson to serve the customer? That's right. Serving, not selling. I know you are concerned with sales. It's easy to determine how well your people are selling to your customers. That's what sales reports are for. But your customers are more concerned with how well they are being served by your salespeople.... [Read more]
by Dave Kahle
Yes, we are in the middle of a slowing economy. In many segments, business is down significantly. Distributors are facing the prospect of lower sales and gross profits. The question on everyone’s mind is What should I do about it? Your employees know that business is down. This is a good time for you to implement such deep and significant change... [Read more]
by Dave Kahle
About half the success you achieve as a salesperson comes from the skill you develop with interpersonal relations. You need to be good at the face-to-face interactions with your customers and prospects. But half of your success arises out of the way you think about your job when you are by yourself! That's because how you think about your job directly impacts how you use your time. And the smart use of time is one of the things that distinguishes the highly effective distributor salesperson from the mediocre.... [Read more]
by Dave Kahle
"Rub shoulders with a half dozen distributor executives, and it's clear that there is at least one thing they will all agree on. It's this: We should do a better job of training and developing our salespeople. While everyone agrees with the need, very few companies actually do anything about it! Get that same group of half dozen of distributor executives together again a year later and ask them what they did about a problem they all agreed on and my bet is that no one will have done anything differently! Here's the real problem.... [Read more]
by Dave Kahle
Selling for a distributor puts you in a unique selling situation. While many basic sales principles still apply to you, there are additional, unique challenges rising out of your position as a distributor salesperson. Find out how to handle these differences in this article.... [Read more]
by Dave Kahle
I'm concerned about what my competition may be doing. I know I should be aware of what they're doing, but I'm not sure how I can find that out. This is an issue that's growing in importance. Our industry is heating up and becoming more competitive. All around us things are changing at an ever-increasing rate. That means that it's more important than ever for you to be aware of what your competitors are doing so that you don't get blind sided or seriously outmaneuvered.... [Read more]
by Dave Kahle
If you're like a number of other distributors, you're having a good year. The economy is up, business is good, and you're personal sales are probably pretty good. With all that positive news there's a great temptation to coast for a while, to relax and enjoy the status quo. Unfortunately, that's a luxury you can no longer afford. There was a time, just a few years ago, when you could relax and enjoy the fruits of your labors.... [Read more]
by Dave Kahle
That's probably the question I'm asked more than any other. Frustrated distributor CEO's and sales managers express that thought over and over, in one way or another. They're talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren't doing what they want them to do, and they don't know what to do about it.... [Read more]
by Dave Kahle
There was a time, just a few years ago, when a smart distributor knew how to organize a sales effort. But the last few years have brought with them radical change. You know the litany: Growing competition, increasing rate of change, new channels of distribution, increasingly sophisticated customer expectations, mergers and consolidations at every level of the business, new strategies and demands by manufacturers, pressures on margins - too much to do and not enough time to do it. The world surrounding your business is dramatically different than it was when you first created your sales approach.... [Read more]
by Dave Kahle
Sales productivity may be a new concept for many distributor executives. "Sales" is easy to understand, and "productivity" is pretty clear, but when those two words are combined the combination becomes a bit vague.... [Read more]
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