View from the Field
Had this year gone to plan, I should have been booking my flight to HIDA right about now and getting geared up for selling season, as well as setting up travel to do year-end reviews and start pitching 2021. But it’s 2020, and the hits keep on coming! Before I go too far, let me just say I miss seeing you all at meetings and events.
Given our new normal, I decided to interview several distribution reps and two managers across the country to hear what you guys are seeing out there. The overall vibe with distribution? Very positive, even though everyone has been burning the candle at both ends.
The year started out on fire from a sales perspective, then burnt down in March/April, and in May/June rekindled to typical sales. The outlook for July through September was positive. You can read the full article beginning on page 4.
One thing that came from every conversation was the new way of selling. Yes, I am talking about virtual sales calls and digital pitches. Each rep and sales leader I spoke to told me if we built short, end-user videos, they would 100% use them to pitch end-users on products. We have already started building these for manufacturers and will host them in RepConnect.
As always, we wake up every day with one goal in mind: how can we help distribution reps sell more while improving outcomes and taking care of the caregivers?
If you have specific manufacturers or products you’d like to see us build videos on, please let me know: sadams@sharemovingmedia.com
Dedicated to the industry,
R. Scott Adams