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For HVACR Distributors, Digital Challenges are Opportunities
2018/02/10

The digital revolution that has taken hold in HVACR distribution provides opportunities to succeed or fail, based on how well the distributorship is aware of the potential for error. New programs are available to streamline the sales process, prevent error and compete more successfully.

Terry McIver | Feb 09, 2018
Earl van As, vice president of Marketing & Product Management at ecmarket, developer of Conexiom sales automation software, sees the following challenges as potential opportunities that distributors should capitalize on in 2018. Among Conexiom customers are, APR Supply, Johnstone Supply, Morrison Supply, and Heating, Air-conditioning, Refrigeration Distributors International (HARDI).

1) Restructuring the sales team to create customer relationship equity. If 20% of existing customers contribute to 80% of business, inbound sales carries the highest risk of customer switch. van As says this means that understanding each customer and their unique behaviors will help to build on customer relationship equity to maintain profitability.

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