Much has been written about the massive transition happening in the world of distribution sales organizations. Companies who built competitive advantage off of massive local sales teams have been leveraging digital experiences and selling tools to increase the productivity of each sales person.
While navigating this transition, holding onto customer loyalty is critical to maintain a sustainable and profitable distribution business. A loyal customer base provides all kinds of benefits to a distributor, including:
- Predictable revenue: Loyal customers ultimately lead to more repeat purchases and predictable revenue flow.
- Referrals and networking: Satisfied customers are a strong form of customer acquisition, who can have strong influence in both local and niche markets, securing greater market share.
- Negotiating leverage with suppliers: A strong and stable customer base is valuable for your suppliers and allows you to expand gross margin over time