Get Picked

Equipment manufacturers and their distributors are becoming increasingly concerned about the cost of acquiring new businesses. Virtually every dealer is subsidizing the cost of every new piece of equipment sold. There are effective ways of dealing with the problem,...

Claiming the High Ground

Maybe you’re like me. I know my sales territory (it’s North America), and the businesses that compete with me (all they do is lead generation) and the difference between what we do and they do is obvious. Problem is, to my target market the differences aren’t obvious...

The 4 Keys to Driving Remarkable Growth

In many ways, high growth distributors aren’t all that different from average distributors. They focus on getting good people, providing quality products and services and maintaining their sales. But there are a few things they do differently, the things that generate...

4 Ways to Position Your Distributorship

Most dealers believe that it’s the background of their managers, the depth of their sales team, their key personnel and brand that gives them their competitive advantage. That kind thinking is common among equipment distributors. And it’s not that those things aren’t...