TL;DR: Joint calls create opportunity only when distributors balance supplier access with firm account ownership. Keep Factory Fred informed, use his application knowledge, set commercial boundaries before problems surface, maintain multiple customer relationships, and make the distributor indispensable through expertise, inventory, problem-solving, and relentless … [Read more...] about Joint Calls, Why Distributors Suffer from a Split Personality?
Joint Sales Calls
Joint Calls, Am I Suffering from a Split Personality?
I've been thinking about joint calls lately. You know the drill… taking supply-partners out to visit your customers. As I sat down to write about the subject, I found myself conflicted. To the point of wondering if I were developing distributor directed personality disorders. As I sorted through dozens of conflicting thoughts, I even found myself putting a face on the whole … [Read more...] about Joint Calls, Am I Suffering from a Split Personality?
