Watch: Pump Up Your Supply Chain Sales (Inside the Mind of a Distributor Sales Rep)
April 6, 2021
At HomeSphere, we help building product manufacturers cover all sales angles from the distribution channel to directly targeting home builders. In a recent webinar, HomeSphere’s Mark Muecke and Nate Sallach joined forces to take viewers inside the minds of distributor sales reps to teach you how to pump up your supply chain sales.
Muecke serves as HomeSphere’s Business Development Executive, working closely with manufacturers to help them expand their market share in residential new construction. Sallach serves as a regional market specialist, connecting home builders with building product manufacturers. Sallach also worked in distribution for 15 years, using his experience to provide practical insights for the webinar on how to work with distributors to your advantage.
In this webinar, you’ll hear:
- Insights on why distributor reps push certain products over others
- Who you should really get to know at a distributor’s
- How to get distribution on your side, and get them what they need to sell your products
Who should watch:
Building product sales reps who are interested in expanding their supply chain sales and gaining more builder and trade network leads.
Watch “Pump Up Your Supply Chain Sales”
See the full webinar now and go inside the mind of a distributor sales reps to increase your supply chain sales.
Highlights from the webinar
Muecke and Sallach address these primary questions:
- What makes distributors sell one product over another?
- What can manufacturers do to foster great relationships with distributor sales reps and their builder clients?
- What are the builder’s expectations of distributors?
- What happens after a builder hands the distributor a blueprint?
Why distributors sell specific products
As Sallach lays out, there are some no-brainer reasons why distributors sell one product over another — for instance, when one product is in stock and others aren’t, or when management asks reps to promote a certain brand because the branch receives an incentive on it.
But product sales reps can take the process into their own hands by 1) establishing a reputation for being great to work with and 2) increasing brand awareness so builders themselves ask for specific brands.
A large part of that second one, Sallach says, is providing fresh literature on your brand, and making sure distributors have something to promote. Hear more in-depth tips on this in the webinar.
Working with the right team
Want to really make your mark at a distributor’s? Get in with the inside sales reps, Sallach says. “The inside sales rep is completely neglected in the entire process, but they’re essential,” he said.
So, show up with a box of donuts. “Show them love and it’ll pay dividends,” Sallach said. The ISR is responsible for entering bids, sourcing the products and pricing the project.
See what else Sallach recommends by watching the webinar in full now.
Hear how one brand is working with HomeSphere to gain more builder leads
Watch how Progressive Foam is using HomeSphere-IQ® Emerge to find new builder leads, expand their supply chain networks and more.