Wholesale Distributors -- Your Team Can Sell Better

distributor sales

#140. “The results have exceeded everyone’s expectations. In the first full year, the program has been responsible for generating $5,000,000 in new sales and acquiring 658 new customers…Dave has been invaluable to us, one of the best investments we have made.”
Garry L. Miller, Sales Manager Crystal Flash, Inc.

Your team can sell better!

We are the foremost authority on sales in the distribution channel.  Dave has written four books specifically for the wholesale distribution channel, including the best selling distributor book of all time:  How to Excel at Distributor Sales.  He’s spoken at the national conventions of over 91 distribution industry associations, and personally worked with literally hundreds of companies.

We can help you sell better and manage better. There is no one better equipped.. Read over 249 signed letters of recommendation.

For 25  years, we have been helping our distribution channel clients sell better.  In the process, we have accumulated a tool chest of proven tools and processes to help your sales force improve their productivity, gain market share, and instill accountability  — in other words, to sell better.

Click on the links below to check out our resources, and then contact us to have a discussion about your situation and our ability to help your team sell better. 616-451-9375.

We listen!

We’ll listen to understand your situation, budget and logistics, and put together a plan that may incorporate live presentations, video webinars, on-line training, quizzes, exams and certifications. Call us or use the Email Us link!

Call Us.

Install a sales force system
The leading companies in every industry eventually arrive at a strategically designed sales force system.  Let us show you how.

#7. “Granted, we are only four months into our new program, but the results are astonishing…sales are up 79% and to go along with that, our cost of sales is down 9,1% and individual margins are up over 1%.”
Coby Martin, President D.C. Martin & Sons Scales, Inc. 

Sales force system audit
An objective look at the strengths and weaknesses of your sale system, with a precise set of recommendations for the initiatives that will bring you the best bang for the buck. Learn how

87. “Dave analyzed the key area of our company structure, pinpointing our strengths and weaknesses, making recommendation and an action plan to help us in our weak areas. I was very pleased with Dave’s work and considered his report very helpful in steering our company in the right direction. I would heartily recommend him as an objective outside source of information and direction.”
Scott F. Gilmore, Principal S.F. Gilmore Furniture, Inc.

Refine your sales structure
You can make huge improvements in the productivity of your sales team by first shoring up the structure.  Learn how.

#89. “…we improved customer service, increased sales 18%, reduced sales/operating costs by several percentage points, and found efficiencies that contribute to the bottom line.” 
Gordon Vandermeulen, President Great Lakes Fasteners & Supply

Revise sales force compensation
While not the only piece of the structure, your compensation plan is the biggest.  Yet, most companies have plans in place that don’t reward the sales people for doing what the company wants them to do. Learn more.

#68. “Dave has successfully worked with our sales staffs, as well as those of our sister companies during the past several years. His experience, professionalism, expertise, style and delivery are outstanding and effective.”
Doug Griffith, V.P.- Marketing Hager Distribution

Sales management system
The impact of a well-educated, systems-oriented sales manager can be huge.  However, there are few of them around.  Learn more. 

“We contracted with Dave Kahle of The DaCo Corporation to instruct our entire group of sales managers and branch managers — approximately 130 individuals.  Dave presented the system in several sessions around the country.  Bringing an experienced North American Sales Management team together for training of sales management was philosophically challenging.  Prior to the program, many of the managers questioned the value of taking two days out of the field for this exercise.  There were no such questions after the program.  The participants were unanimous in their praise for the program and Dave’s presentation.

We have never had such an immediate, positive and measurable result from any training.  This has been the single most significant investment in training we have ever made.  It’s changed the nature of communication within our sales team in such a way that we expect better sales representative retention rates, more highly motivated managers and sellers, a greater degree of accountability and, yes, increased profitable sales as a result!
William A. Fidler, Executive Vice President, Brenntag – North America, Inc.

Selling System Training
There are best practices for sales people, and by adding them to their routines, sales people can make huge leaps in their performance.  Unfortunately, few sales people have ever been exposed to the best practices of their professions, much less trained to use them in a system.  Learn more

#218 “This letter is to acknowledge the excellent presentation of “Stretching Beyond Your Comfort Zone”.  Your presentation was well organized and your style kept everyone involved.  Most participants noted that the tools you presented were great and had immediate practical use.  Some “obvious” points you covered were not so obvious (i.e. when you ask a question, it makes them think of an answer…”) and even when people knew the concepts you presented, it was widely noted that you reminded us of the value of those concepts. Our high expectations for the presentation were met.  Everyone gained practical ideas that they could implement immediately.  Overall, we felt the presentation was energizing, insightful, focused and easily applied. I would highly recommend you to other groups and hope to have you speak again in the future.”
Roz Ben-Chitrit Avery Dennison

One-on-one consultation with Dave Kahle
You don’t have to do this on your own, or make costly trial and error mistakes.  Short cut the process by tapping into Dave’s wisdom and experience.  Learn more

My one-hour coaching call with Dave Kahle was worth 100 times the investment to our business.
Ivory S. Madison, J.D., CEO, Red Room Omnimedia Corporation


We listen!

We’ll listen to understand your situation, budget and logistics, and put together a plan that may incorporate live presentations, video webinars, on-line training, quizzes, exams and certifications. Call us or use the Email Us link!

Call Us.