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  Green Paper: Five Steps to Unseating Your Competition

Here’s a secret we don’t like to talk about very much in distribution: our best clients don’t like to change distributors. With estimates of controllable attrition rates in the low single digits, it actually happens fairly rarely. Our best customers like the convenience of a single source, are willing to forgive our missteps and have reasonable expectations. Those customers are loyal and have a lower cost to serve. They are more profitable than volatile customers. Unfortunately, those same qualities make them the hardest customers to pry away from our competitors. But even the best-run competitors have the occasional misship, out-of-stock or retiring sales rep.

This report will show you how a distribution-specific CRM system can help you manage information about your competition so that you can quickly and easily identify the customers your competitors serve so that you can begin chipping away at their market share.