What Manufacturers Can Learn from Fastenal’s Go-to-Market Strategy

shows the evolving need for manufacturers to adjust their sales plans and tactics for distributors. About 10 years ago, the B2B distribution business was simple: The more calls your outside account managers could make on customers, the more those customers would buy. You built your sales process on this foundation of face-to-face interactions. Pre-smart phone your team was a key driver of customer training and you marketed to the end customers using events, counter days, and hands-on lunch-and-learn training. Relationship selling dominated and…