Listen to and Learn from your Sales Staff
5 WAY TO PROTECT YOUR SALES FROM "COST SAVING" SUGGESTIONS
In the previous post we examined some of the ways your well-meaning office, marketing, production and accounting staff may come up with “cost-saving” suggestions than can actually hurt sales. When little things go missing or the package gets simplified in the name...
Beware of “Money Saving” Suggestions from Your Non-Sales Staff
DON'T JUST DO IT!
Let’s start by realizing that there are really only two divisions in every company, Sales and Sales Support. Since Sales Support includes everyone not in Sales, Sales Support consists of Production, Accounting, Marketing, and so on. Without sales there is simply no...
Distribution: The Distance between a Great Product and a Sale – Part 4
CHANNEL DISTRIBUTION MANAGEMENT TRUMPS PRODUCTION
In the previous three posts we have given just a few examples of the importance of Channel Distribution Management in product design. Here we will examine two of the most important factors in product distribution through conventional channels:...
Distribution: The Distance between a Great Product and a Sale – Part 3
GIVE YOUR PRODUCT A CHANCE
When the producers of any product first go into business, they tend to think they are in the production business. In fact, if they are to succeed, they are in the Distribution Management business. Distribution Management trumps production because without it, your...
Distribution: The Distance between a Great Product and a Sale – Part 2
THEY CAN'T BUY IT IF IT AIN'T THERE!
The least glamorous but most essential part of making a sale is actually getting your product to your buyer. Many great products are rotting in warehouses somewhere because their designers didn’t take the realities of the distribution system into account. Here are...
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