Wholesale/Distribution

Wholesale/Distribution

Based on responses from 899 companies across a variety of industries and sizes, including 55 respondents from wholesale/distributors, The B2B Sales and Marketing: Key Benchmarks and Best Practices Report provides real world benchmarks that enable executives to understand the key sales and marketing drivers of the and their own business.

Containing 139 charts and graphs, the report provides insight on the effectiveness and use of nearly all sales and marketing channels and tactics for companies in wholesale/distribution.  With 55 respondents from wholesale/distribution, there is a tremendous amount of information for businesses to benchmark against their competitors.

Among the charts with direct industry comparisons for distributors are:
Average Variable Compensation As A Percentage Of Base Salary By Industry
Base Sales Compensation: Highest Paid vs. Lowest Paid By Industry
Number Of Respondents By Industry
Policy On Sales Commission Caps By Industry
Total Compensation Multiple: Highest Paid vs. Lowest Paid By Industry
Total Marketing Expenditure As A Percentage Of Revenue Among Wholesale/Distribution Companies
Total Marketing Expenditure As A Percentage Of Revenue By Industry
Total Sales Compensation By Industry – Bottom Quartile
Total Sales Compensation By Industry – Median
Average Base Sales Salaries By Industry
Average Contribution Margin on New Revenue By Industry
Average Lead Time to Close a New Sale By Industry
Average Number Of Sales Emails and Calls Per Week Per Salesperson By Industry
Average Number Of Visits Made Per Salesperson Per Week Among Manufacturers
Average Number Of Visits Made Per Salesperson Per Week By Industry
Base Sales Compensation: Highest Paid vs. Lowest Paid By Industry
Channel Mix By Industry
Investment In Sales and Marketing As A Percentage of Total Revenues – Median By Industry
Investment In Sales As A Percentage Of Revenue By Industry
Median Percentage Of FTE’s In Sales By Industry
Percentage Of Repeat Customers By Industry
Percentage of Total Sales from New Customers By Industry
Revenue per Customer By Industry
Sales Executives and Supervisors Per 10 Sales People By Industry
Salesforce Productivity: Average Revenue per Salesperson By Industry

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Among the 139 charts contained in The B2B Sales and Marketing: Key Benchmarks and Best Practices Report is an analysis of total marketing expenditure as a percentage of revenue among wholesales/distribution companies. On average, wholesale/manufacturers allocate 4.0% of revenue on marketing personnel and 3.6% of revenue on other marketing costs. As the averages are significantly higher than the median, this indicates that a majority of the wholesale/distribution companies in The B2B Sales and Marketing: Key Benchmarks and Best Practices Report allocate a sizable portion of their revenue into marketing.

Executives at wholesale/distribution companies who are losing market share or seeing sales slow, may want to increase their marketing expenditure. Increasing investment in marketing can help your wholesale/distribution company capture new accounts away from your customers and dramatically improve the bottom line.
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On average, 85% of customers are repeat customers for wholesale/distribution companies, according to The B2B Sales and Marketing: Key Benchmarks and Best Practices Report. While it is important to maintain a strong relationship with existing clients, executives at leading wholesale/distribution companies know that the best way to increase market share is through aggressive sales and marketing to capture new business as well.

Executives at wholesale/distribution companies can benefit from the strategies and tactics contained in The B2B Sales and Marketing: Key Benchmarks and Best Practices Report to help acquire new customers faster than the competition. Order now, and learn how to maximize revenues and increase market share.