Delivering for Best-in-Class Wholesaler-Distributors
As CEO of SPARXiQ , David Bauders has been committed to helping companies accelerate sales and profitability with the right analytics, tools and complementary skills training since he founded the company in 1993. Connect with David on LinkedIn.

Sales Transformation Success Starts with a System #21

There’s a lot of discussion in distribution these days about “sales transformation.” Between the decade-long digitization of buying and the reframing of seller activities jolted by the pandemic, many sales organizations are wondering what they should be doing about sales transformation. I’d like to propose a simple, bright-line test for defining whether a company has [...]

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Sales Ch-Ch-Changes: Understand and Resolve Resistance #20

Across industrial distribution, leading sales forces are hard at work innovating how they organize themselves to best serve their customers. The pandemic and working from home accelerated many of these changes, but even earlier, many companies started to question whether their approach to selling had kept pace with the times. Many companies have launched initiatives [...]

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Sales Transformation: Why It’s Necessary & How to Start – Intelligent Sales and Profit Acceleration #18

Distribution sales forces have been evolving their sales model and processes to address shifting buyer preferences, improve productivity, embrace specialization, and anticipate changing buyer and seller demographics. Sales transformation is something that nearly every company has on its radar in some form. Some companies explored new sales-coverage models (hybrid inside/outside teams), and differentiated or separated [...]

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Align Your Sales Team with The Modern Buyer – Intelligent Sales and Profit Acceleration #17

Buying behaviors in industrial B2B have shifted dramatically over the last decade. Digital content and e-commerce proliferated and changed how buyers proceed from identifying a need, understanding potential solutions, evaluating alternative suppliers, and finalizing solutions, terms and conditions with the chosen supplier. In the old days, almost all purchases occurred face-to-face in sales meetings between [...]

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Master the 4 Essential Business Levers – Intelligent Sales and Profit Acceleration #16

As executives build their sales quotas and financial budgets for the year, many wonder which of their many assumptions and projections may come true. Unfortunately, with the continued market unpredictability in mind, it’s easy to believe that most business outcomes are outside of our control. In this article, though, I’d like to explore the levers [...]

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The Sales-First Approach to Customer-Specific Pricing – Intelligent Sales and Profit Acceleration #15

In the unending quest to secure the revenue that fuels their companies’ growth and meets their personal quotas, industrial B2B sales professionals need flexibility in pricing to adapt to competitive or customer pressures (real or imagined) in the highly dynamic markets that they serve. If salespeople don’t have flexibility, they may fail to acquire new [...]

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The Growing Impact of Freight Recovery – Intelligent Sales and Profit Acceleration #14

There is a silent but growing profit drain leaking away at wholesale distributors this year, and according to experts, it’s likely to double next year and beyond. For the average distributor with an EBIT of four percent, it could potentially reduce their profitability by 60 to 150 basis points, or 15 to 25 percent. However, [...]

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Push Beyond Your Traditional Pricing Challenges – Intelligent Sales and Profit Acceleration #13

Everyone knows that distribution is a thin-margin business, with net operating profit averaging around four percent of revenues. Even elite distributors struggle to attain or sustain double-digit levels (aside from those in certain specialty market segments). With these thin margins, every point counts. A four-percent company that consistently gets one margin point more across thousands [...]

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Optimize Pricing and Improve Profitability – Intelligent Sales and Profit Acceleration #12

Marketplace pressures continue to evolve and change the competitive landscape, ranging from commoditization to eCommerce to the changing workforce. These factors are beginning to negatively impact the bottom line for many distributors. Distribution is traditionally a thin-margin business to begin with, so these new pressures are challenging many distributors. What is your company’s profitability outlook [...]

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The New Normal of Vendor Cost Increases – Intelligent Sales and Profit Acceleration #11

The current economic environment provides a once-in-a-generation window of opportunity for manufacturers and distributors to take pricing actions that boost profitability – significantly now and compounding into the future. Due to the overwhelming demand, supply-side constraints and monetary inflation, both manufacturers and distributors are experiencing an unprecedented frequency and magnitude of cost increases. Many vendors [...]

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