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- Developing a Channel Strategy
- What's the best way to sell into a new market or improve performance in existing markets? You can build your own sales force to sell directly to customers or use an indirect channel partner to reach customers. You can also use other channels such as the Internet. The decision is...
- Articles 2007-11-16
Additional Resources
- Do You REALLY Need a Sales Force?
- One of the great myths of marketing is that it's possible to replace a sales force by using marketing to create demand. That's absurd, however, because even the stuff that comes out of a vending machine (i.e. with no sales person present) involves all kinds of sales activity. ...
- Blog posts 2009-05-06
- NetManage OnWeb Mobile Streamlines Ordering Process for Food Manufacturer and Distributor; Embutidos Estevez Increases Customer Satisfaction and Sales Force Efficiency with NetManage OnWeb Mobile
- CUPERTINO, Calif. -- NetManage, Inc. (Nasdaq:NETM), a software company that provides solutions for accessing, Web enabling and integrating enterprise information systems, today announced that Embutidos Estevez, S.A., meat processor and distributor, has selected NetManage OnWeb MobileTM to streamline its ordering process. NetManage OnWeb Mobile improves employee productivity and enhances customer...
- Research articles 2005-08-01
- Agencourt Appoints John Linnan as Vice President of Sales; Former Applied Biosystems Executive to Lead Agencourt's Expanding Domestic and International Sales Force
- Business Editors/Health/Medical Writers BEVERLY, Mass.--BUSINESS WIRE--April 21, 2004 Agencourt Bioscience Corporation, a provider of genomic services and nucleic acid purification products to the life sciences industry, today announced the appointment of John Linnan as Vice President of Sales. Mr. Linnan will lead Agencourt's worldwide sales force, which has...
- Research articles 2004-04-21
- Internet purchasing to increase.(Distributor Sales Report, Nov 1998, vol 1, no. 8)
- Will your customers be closing on more deals online as opposed to in front of your sales force? A recent survey conducted by Thomas Register and Visa U.S.A. indicates that 55 percent of industrial purchasers expect to increase purchases via the Int Will your...
- Research articles 1998-11-01
- E.T. Horn Named Bayer Polymers LLC ``2003 Distributor of the Year''
- LA MIRADA, Calif. -- The E.T. Horn Company, a leading distributor/supplier of specialty chemicals, today announced that it has been named "2003 Distributor of the Year" by Bayer Polymers LLC. The annual award is based on several factors relating to distributor performance, including communication with Bayer, total sales force activity,...
- Research articles 2004-06-23
- Tucker Rocky growing on all fronts: one of the industry's largest distributors reports continued strong sales at its recent national meeting.(AFTERMARKET)(Ed Tucker Distributor Inc.)
- GRAPEVINE, Texas -- Tucker Rocky's growth in sales that the privately held distributor has reported in recent years hasn't slowed down. [ILLUSTRATION OMITTED] Company President Steve Johnson told Powersports Business the Texas-based distributor has had "compounded double-digit year ...
- Research articles 2007-02-12
- A brand new direction for TR: distributor acquires the license to LBZ.(Ed Tucker Distributor Inc.)
- DALLAS -- What could be an interesting relationship to watch in the aftermarket market surfaced at the 2006 Tucker Rocky sales show. Tucker Rocky announced to its sales force in Dallas that it acquired the license to LBZ, an apparel line known for its...
- Research articles 2006-02-13
- More new faces at Parts Unlimited.(DISTRIBUTOR REPORT)(Brief Article)
- Wisconsin-based distributor Parts Unlimited has announced four more additions to its sales force. Dan Hollingsworth and Ryan Hemans have been tapped as new Northwest Region sales representatives A parts manager in the Oregon area since 1994, Hollingsworth is a ...
- Research articles 2005-07-25
- Advanced Neuromodulation Systems to Acquire Its Largest Distributor's Pain Management Business
- Business Editors DALLAS--BUSINESS WIRE--March 13, 2003 Sun Medical Acquisition Will Expand ANS' Direct Sales Force in Key Southwest and Upper Midwest Territories Advanced Neuromodulation Systems, Inc. ANS (Nasdaq:ANSI) today announced that it has agreed to acquire the pain management business of its largest distributor, Sun Medical,...
- Research articles 2003-03-13
- He's been on both sides now: after sitting on the sales side and the buyer side, Rick Wilshe has some thoughts on the duality of partnerships. (Beng a Better Buyer).(Brief Article)
- I have a rather unique background, in that my professional business career has included positions both in sales as well as in merchandising/purchasing. My first 15 years post-college were spent in sales. I started as a sales rep, naturally, and eventually worked my way up to...
- Research articles 2002-06-01
- Johnson & Johnson Vision Care will act as a distributor and supplier for three eye care drugs--Quixin (levofloxacin), Betimol (timolol), and Alamast (pemirolast potassium)--from Santen Pharmaceutical Group.(In the News)
- Johnson & Johnson Vision Care will act as a distributor and supplier for three eye care drugs--Quixin levofloxacin, Betimol timolol, and Alamast pemirolast potassium--from Santen Pharmaceutical Group. Santen will still handle manufacturing, clinical and regulatory activities for these products, while J & J says it ...
- Research articles 2004-01-15
- Diageo Chateau & Estate Wines Launches Revolutionary e-Learning Program; New Tool to Help Distributors Sell Wine; Will Offer Program to Restaurants This Fall
- NAPA, Calif. -- Diageo Chateau & Estate Wines (DC&E) (NYSE:DEO) (LSE:DGE) announced that it is launching a groundbreaking new online training tool for its distributor sales force on June 1, 2006, that will change the way distributors learn about and sell the company's wine.
- Research articles 2006-05-31
- NUR America Appoints Canadian Distributor
- NUR America, Inc. has appointed ImPrint, a division of Ahearn & Soper Inc. based in Toronto, Ontario, to sell and support its wide-format and superwide digital printing systems and consumables throughout Canada. ImPrint, through its sales force in Canada, is now selling the full NUR Macroprinters product line including...
- Research articles 2001-09-01
- Pricer and Meto Launch New Sign System; New Market Segment for Pricer is Sold By Meto's Sales Force
- UPPSALA, Sweden--BUSINESS WIRE--Aug. 10, 1998--Pricer and Esselte Meto deepens the co-operation and a result of this is launching of a new Electronic Sign System. Esselte Meto will be the distributor for this new system primarily in Germany, Switzerland and Spain. This system will mainly target the Fresh Food (fruit and...
- Research articles 1998-08-10
- Edwards Lifesciences Corp. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. Ladies and gentlemen, we'll now be conducting the question-and-answer session. [Operator instructions]. Our first question is coming from Paul Choi with Merrill Lynch. Please state your question. Paul Choi - Merrill Lynch Hi, thank you, good afternoon. Could you Mike, please give...
- Earnings calls 2007-10-23
- Launching a New Product
- New product launches are crucial to the success of a business; they demand careful planning and flawless execution. Internal communications are vital to the early success of the program, as is the support of senior management, who must commit resources to the project.What You Need to KnowIt seems that there...
- Articles 2007-02-28
- BioMimetic Therapeutics, Inc. Q4 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator instructions. And our first question comes from the line of Imran Zafar with Deutsche Bank. Please proceed. Imran Zafar – Deutsche Bank Hey, good morning. Thanks for taking the questions. I wanted to focus my first couple questions on commercialization. With the U.S. and EU data...
- Earnings calls 2009-03-21
- Rethinking High-Tech Distribution
- Distributors may hold the key to high-tech sales growth in many markets. Companies that make computing, telecom, and networking equipment have in recent years improved their ability to sell directly to customers or to resellers, either online or through their own sales forces. Accordingly, they...
- Articles 2009-01-12
- Determining Your Advertising Objectives
- Clear objectives for an advertising campaign are essential. Do you want to generate leads or encourage brand switching? It's important to decide before your campaign begins, so you can design y0ur campaign to achieve your goals. In addition, the results should be measurable so that you can be sure the...
- Articles 2007-05-03
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