Sales Coaching

Let’s face it: most distributors didn’t get into this business because they love spreadsheets. You’re in it for the relationships, the creativity, and the thrill of building something on your terms. But as your distributorship grows, so does...

When it comes to the next recession, it’s only a matter of when, not if – so let’s get prepared. The promo industry has reported declining sales for Q1, although we see lots of distributors still growing, especially larger companies. Here are some tips for distributors to keep growing sales and even profits regardless of tariffs, economy, and recession concerns.

Average distributor gross profit margins (GPM) range between 34% - 36%, but I work with many distributors that average 40% - 45%. So, what is their secret and how can you raise your margins? It mostly comes down to the mindset of the distributor owner that they have passed on to the sales team. If it’s embedded in your sales culture to get 35% margins, then that is what you will get. The good news is that changing this mindset is not difficult and the benefits include an immediate and long-term increase in profitability.