Graybar posted second-quarter profit of $80.1 million on sales of $2.2 billion, both up from a year ago. First-half profit and sales were similarly up year over year.
Beacon Roofing Supply reported $70.5 million in profit on sales of $1.9 billion for its fiscal third quarter ended June 30, reversing a loss from a year earlier. Sales were up nearly 21% from a year ago.
Sales Should Not Be Responsible for Revenue Salespeople will hate this. If you make sales responsible for revenue, you will handicap the growth of your organization. For your organization to grow, operations should be responsible for revenue and your sales department should focus only on new business. This article and free book explains why.
Transportation businesses added almost 50,000 jobs last month, over 3,000 of which were in trucking, according to the Bureau of Labor Statistics. Average hourly earnings in transportation and warehousing came in at $26.88, a $1.52 increase from July 2020.
Distribution salespeople should use consultative selling. which combines elements of sales, marketing and customer service, to engage with customers before, during and after purchases, writes Gary Clark, president of OneSolution. "To be successful, sales reps have to utilize marketing resources to educate buyers both in person and digitally at the right inflection points in the buying process through the right channels," Clark writes.
Recalcitrant employees need specific feedback and, oftentimes, coaching about what behaviors are causing problems without attacking them personally, writes Dan Rockwell. Leaders must be brave enough to work through these steps and, as a last resort, manage people out of the organization.
Changing habits is a matter of renewing your commitment, creating consequences, getting help and injecting fun into otherwise dreary tasks, writes Eric Barker, citing from University of Pennsylvania professor Katy Milkman. "Making hard things seem fun is a much better strategy than making hard things seem important," Milkman says.
Join us live today at 2 pm ET for a free webinar presented by the NAW Institute for Distribution Excellence and our partners, Ian Heller and Jonathan Bein of Distribution Strategy Group. During this webinar we will review a variety of IT architectures based on various distribution business models, sizes and markets. We will also summarize the importance and potential of several emerging technologies to help your team prepare for what is coming next. Register today.
It has been a long time but, finally, we will be together again! Designed for C-suite executives, these roundtables provide actionable strategies that will increase your company's competitive advantage. Companies belonging to this community are from distribution firms that exceed $1 billion in annual sales. You'll engage in thought-provoking conversations with your peers and hear from industry experts on topics that will ultimately increase your profits! Register today.
