Tagged 'Question'

Compensating Sales Reps

Compensating Sales Reps

A DISTRIBUTOR ASKS: I am a small distributor considering hiring  a straight-commission sales rep. I have never done this before. Any tips on how I should structure the arrangement? Should I offer 60/40 to start and then transition to 50/50 at … Read More »

Rewarding Referrals: Industry Pros Weigh In

Rewarding Referrals: Industry Pros Weigh In

A DISTRIBUTOR ASKS: Someone referred to me a possible client and asked if I pay a referral fee. Nobody has ever asked me for a referral fee before and when I refer business to people, I never ask anyone to … Read More »

All About Internships

All About Internships

A DISTRIBUTOR ASKS: I’m thinking about adding a college intern this summer but I’m unsure of how to structure the setup. For those distributors or suppliers who have had interns, do you pay your interns or do you work with … Read More »

Oops, I Specialized Too Much. What Now?

Oops, I Specialized Too Much. What Now?

A Distributor Asks: You hear the term “niche marketing” praised a lot these days. But what if you’ve gone down that path and specialized in a niche, and now the niche you’ve specialized in is in a down cycle? How do you get out of the tailspin? Read More »

Show Me The Money

Show Me The Money

A Distributor Asks: As a distributor who counts on timely payments to meet financial obligations (including sales commissions for employees), how should I handle clients who make paying in 120 days a regular part of doing business with them? Or, how do you handle companies that look for any small mistake in an invoice and automatically extend the payment by 30 days? I’ve had to decline contracts because I can’t take the risk of the delayed payment. Read More »

Print Ad Design Advice From The Pros

Print Ad Design Advice From The Pros

A Distributor Asks: I have been faced with the same problem over and over for the past 10 years: How do you design the perfect “professional” ad for print media? I think we all do a great job at interactive and social media, but it is very difficult to come up with a truly classy magazine ad or flyer. Any ideas would be appreciated. Read More »

What’s Your Company’s Compliance Report Card?

What’s Your Company’s Compliance Report Card?

A Distributor Asks: How do you measure the success of your internal compliance and product safety programs? Read More »

Can You Hear Me Now?

Can You Hear Me Now?

A Distributor Asks: What are some creative ways to break through the never-ending nightmare of unreturned calls and emails in today’s busy electronic society? Read More »

Gifts That Go The Extra Mile

Gifts That Go The Extra Mile

A distributor asks: We have a client that hosts numerous C-suite events annually. They have asked for some input on gift ideas for the high-level executives and have given the feedback that they don’t need another speaker, camera or more headphones. Please share suggestions on gift ideas [generic rather than supplier-specific products] for high-level clients that already have it all. The budget is up to several hundred dollars per item. Read More »

Go With The Flow

Go With The Flow

A Distributor Asks: We have a process in place for handling paper flow from the quote process to delivery of the product but are curious as to how others handle this step. What do others do to enhance and improve order flow management and follow-up? Read More »

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