Secrets of Top Distributors: Distribution Revenue Strategies for a Successful Year

New year, same business? Hopefully not! If last year’s challenges still feel like obstacles to attaining your 2024 revenue goals, it’s time to try proven distribution revenue strategies from leading distributors. 

Top distribution companies are tackling operational inefficiencies and adapting to new market dynamics by harnessing business intelligence to empower their sales teams, elevate customer engagement, and boost sales. They’re demonstrating that data-driven insights are no longer just nice to have; they’re vital for growing revenue this year and beyond.

Online and Offline Sales Integration: Use Online Buying Behavior for Better Offline Conversations

Global eCommerce sales are gaining ground on offline sales and are projected to bring in more than $8 billion by 2026. Traditionally, distribution sales teams haven’t had access to customers’ valuable online activity, e.g. which products they added to carts but didn’t purchase. What if a customer didn’t complete the transaction because they had questions about those products your sales team could otherwise answer

To adapt to eCommerce trends, top distributors are bridging the gap between online and offline sales with eCommerce solutions that deliver actionable insights into customer behavior. With tools like White Cup’s new CRM + BI eCommerce integration, you can connect your online sales channels with your customer relationship management platform to unlock unprecedented opportunities for converting website visitors into paying customers. This integration enables personalized customer outreach, more accurate sales and inventory forecasting, and facilitates cross-selling capabilities for distributors.

Revolutionize Your Marketing and Customer Engagement in Distribution With Data-Driven Insights

Leading distributors aren’t just leveraging business intelligence from their CRMs for their sales teams, they’re also using it to inform their marketing strategies. A winning CRM platform can uncover a wealth of insights, from customer preferences and past interactions to industry-wide patterns and trends that marketing teams can use to craft data-driven marketing campaigns that deliver timely, tailored content and cultivate consistent conversions.

By accessing real-time updates on sales goals, marketing teams can align their messaging with sales reps’ outreach and targets for more streamlined communication. Inventory data available in tools like White Cup BI grants marketers deeper insight into product levels and performance so they can plan promotions accordingly. 

Distribution Company Growth Strategies Inspire Action With Analytics & Metrics

If 2024 is going to be a year of your sales team consistently hitting revenue targets, then it also has to be the year that your business moves from a reactive sales strategy to a proactive one. Proactive sales strategies are only possible with dynamic business intelligence insights and the tools to act on them. White Cup BI unifies disparate sources of data into intuitive visualizations, helping sales teams spot trends and take action.

Most distributor success stories involve improved collaboration, which the right tools can foster by providing a shared understanding of the insights that matter to all teams within a distribution business. 

Take Callico Distributors, for example. This successful family-owned distribution company has increased profitability by using data to make strategic, growth-driven decisions. With a centralized system for the entire organization, all teams can see which accounts are the most profitable, which products are most in demand, and which customers need to be re-engaged.

“Building customer reports or trending reports is very straightforward,” Director of Strategic Initiatives Cole Callahan said. “Being able to drill down into data, having it be dynamic, solved a lot of problems. And our team can get this data anywhere.”

Human-Led Modern Selling Techniques in Distribution Lead to Better Customer Relationships 

The prevalence of eCommerce has contributed to a shift in the buyer-seller relationship: customers can easily conduct extensive independent research online and make purchasing decisions without ever interacting with a salesperson. In fact, 75% of B2B buyers do not want to talk to a salesperson to order a product. 

This shift to autonomous buying experiences doesn’t make your salespeople obsolete; rather, it shifts their role to a consultative one, presenting new opportunities to upsell or cross-sell based on a customer’s unique needs and goals. An integrated tool that unifies BI insights with CRM data provides your sales reps with a clearer picture of customer needs so they can engage customers at the right time. 

Personalizing Customer Engagement Leads to Maximizing Profits in Distribution

Given the rise of autonomous buying and the shifting role of sales, personalization is key to fostering customer loyalty. Companies like Amazon have set a high bar and shaped customer expectations for personalized shopping experiences, even in B2B contexts. High-revenue distributors are following suit: successful distributors are using tools that make data clear, easy to access, and available at the right time to personalize how they engage with prospects and customers.

White Cup is built for distributors to win more deals today and more market share tomorrow through facilitating action-oriented insights for deeper analysis. Here are just a few features successful distributors can use to maximize revenue in 2024 and beyond.

Safeguard customer retention with Buying Cycle Insights

The most successful distributors are not only optimizing their value per sale, they’re keeping a finger on the pulse of customer retention. Has a customer deviated from their typical ordering cadence? Top distributors know with Buying Cycle Insights, and their teams are proactively following up with customers. Your team can do this too with White Cup to notify sales reps in two different ways: first, with a notification when a customer hasn’t ordered within a predefined time period, and second, with a notification when the customer’s next anticipated order date is approaching.

Optimize value per sale with Top Related Products

Related product recommendations have been shown to increase value per sale by an average of 10% and make up for 31% of total eCommerce revenue, proving its power to fulfill customer needs and optimize business sales. How does White Cup’s tool work? When a customer selects a product, the system can display related frequently sold items as an opportunity to cross-sell to the customer, thus driving more revenue.

Improve stock efficiency with AI-driven Dying Stock Campaigns

The ability to monitor inventory levels and quickly respond to fluctuations in demand can stabilize your business. Using ERP data, White Cup provides actionable insights on potential stockouts or excess inventory and offers recommendations on reordering or clearance strategies. Sales reps or marketing team members can generate a new marketing campaign with a single click to accelerate sales on slow-moving products and turn surplus inventory into sales.

Exceed Your Revenue Targets and Be Among Our Distributor Success Stories

With the right customer insights and tools to act on them, 2024 can be a banner year for business revenue. White Cup makes important data accessible and actionable so your reps never leave opportunities on the table. Find out more about how White Cup CRM + BI can help you achieve your revenue goals today.