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An example distributor's first quarter.

In short

This is an illustration, not a client. A 45 person distributor started with repeat orders rather than the more exciting equivalents, because that's where most margin was leaking. Within a quarter, repeat replies went out the same day at the right price.

1

The distributor.

About 45 people, 12 of them in sales. Eight manufacturers represented, two of them added in the last year. About 3,000 products, sold to coatings and home care makers. One senior product manager and one long serving salesperson know the range best.

2

What the sample run found.

Thirty past inquiries, ranked by what they cost:

  • Repeat orders quoted at old prices
  • Equivalent requests waiting days for one person
  • Documents sent from old emails
  • Samples never followed up
  • Manufacturer reports sent late
3

Why repeat orders came first.

Equivalents were what everyone wanted. But the answers for repeat orders were already in the records, the risk of a wrong match was lowest, and the margin at stake was highest. Equivalents came second, each confirmed by the product manager.

4

What changed for each person.

  • Inside sales used to hunt for last prices and documents. Now they approve a drafted reply in a minute.
  • The product manager used to answer the same repeat questions. Now she spends that time on equivalents and customer trials.
  • The owner used to wonder which quotes went out at old prices. Now there’s a monthly list of repriced quotes and claimed rebates.
5

Where it got stuck.

  • Product data was in three formats, so it took two weeks of cleanup first.
  • One manufacturer only issues documents through its own portal, so that step stays manual.
  • The first price alerts fired on every small change, so the owner set thresholds.
Next: who it’s for