COMMERCIAL DISTRIBUTORS2017-12-18T16:47:56+00:00

COMMERCIAL DISTRIBUTORS

“Since we initiated the Floriss Training in 2011, our organization has experienced record annual growth. There is no doubt this growth is related to many of the concepts and principles we have learned through our on-going training with Floriss. Not only has Floriss helped my inside team, but they have provided me with the coaching tools I need to empower my reps to be sales leaders.”

VALERIE ANDERSON, VP CUSTOMER SUPPORT, BOON EDAM

“During our partnership with Floriss, Boon Edam has enjoyed three consecutive years of record sales and profit growth.  I strongly recommend the Collecting WINS™ coaching and training program.”

GREG SCHREIBER, SVP SALES, BOON EDAM INC.

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:  

  • Develop and implement a consultative sales process that builds and sells value
  • Enhance relationship selling skills with those that protect profit margins
  • Challenge old RFP and pitch/propose buying cycles
  • Give sales people tools that further differentiate the company brand
  • Build a sales culture that is aligned with the rest of the organization
  • Decrease dependence on public project lists and RFPs
  • Reduce competitive bids by creating more single-source opportunities
  • Earn the right to maintain premium prices and protect profit margins
  • Simplify negotiations and reduce the number of proposal re-submissions
  • Turn good relationship sellers into confident hunters and closers
  • Manage and develop sales people with less time and better results
  • Create an organization that only the best sales people want to join

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.

WHAT OUR CLIENTS ARE SAYING:

“Since we initiated the Floriss Training in 2011, our organization has experienced record annual growth. There is no doubt this growth is related to many of the concepts and principles we have learned through our on-going training with Floriss. Not only has Floriss helped my inside team, but they have provided me with the coaching tools I need to empower my reps to be sales leaders.”

VALERIE ANDERSON, VP CUSTOMER SUPPORT, BOON EDAM

“During our partnership with Floriss, Boon Edam has enjoyed three consecutive years of record sales and profit growth.  I strongly recommend the Collecting WINS™ coaching and training program.”

GREG SCHREIBER, SVP SALES, BOON EDAM INC.

Are you ready to accelerate your organization’s growth?

Are you ready to accelerate your organization’s growth?