Adapting to Change
The roles and value propositions delivered by commercial distributors and channel partners are changing.
For decades, these organizations connected manufacturers (OEMs) and suppliers to end users by providing important product knowledge, logistics, project management and operational capabilities.
Today, the internet, along with changing buyer behaviors and new sales strategies developed by the same suppliers and manufacturers are forcing distributors to build and sell value in new ways. Old sales models that reward presenting, order taking and bid-proposal processing are adding less value to the most profitable, value-oriented buyers.
These old sales models are being replaced by new consultative approaches, introduced by a new breed of distributor and channel partner who has learned how to:
The Floriss Group helps distributors and channel partners overcome traditional barriers to success and take control of growth by tailoring its Collecting WINS™ sales platform to your unique selling environment. It all starts with a WINS Assessment™, so you can understand what’s working, not working and why, before making the decision to change.