Distribution

Your catalog, bought from a competitor.

B2B distributors and wholesalers with large catalogs and long customer relationships.

How the work is won

A distributor's best customers often buy a few lines from it and the rest from someone else. Margin varies by account more than anyone tracks, and outside reps carry relationships the company can't see.

Where the revenue is

Usually in three places. Your records point to all of them.

01

Buyers who don't know your catalog

Companies that look like your best accounts and buy the same product lines from other distributors.
02

Share of wallet in top accounts

Product lines your top customers buy from other distributors.
03

Accounts that are slowing down

Customers whose ordering has slowed or narrowed, found in the order history before they leave.

Records we work from

We work in the systems you already have.

Read-only access, under a data agreement that names what we touch. No new software unless the old one is what's holding revenue back.

ERP: Epicor Prophet 21, Infor SX.e and CSD, Epicor Eclipse, NetSuite
Inside sales inboxes and outside reps' notes
Pricing matrices and rebate agreements

Where we usually start

Services that usually come first in distribution.

The customers you don't have yet

Customer Acquisition

Companies that order like your best accounts, found by product line, volume and location.

Where every engagement starts

Revenue Diagnostic

Order history by account and product line shows which customers to look for.

The customers you already have

Account Expansion

Lines your top accounts buy elsewhere pay back while new accounts are won.

A second use for the same records

AI labs license the working records of operating businesses. In distribution, that can mean: order exceptions, substitutions and customer requests handled by inside sales.

About Data Advisory

Other industries

Blueprint Call

Tell us about the company.

We work with a small number of companies at a time and reply to every message within two business days.