5 steps to mastering cross selling

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Cross selling is all about supplementing a customer’s original purchase with complementary products. If, like many, you’ve scrolled down a retailer’s site to see what ‘other customers also bought’ or arranged car hire through the airline you’ve just booked a flight with, then the practice becomes obvious.

6 steps to reseller success in education

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Gone are the days when stationery was the main opportunity in education for business product resellers. With a digital era that’s fully embraced by teachers, students and administrators – and resellers’ own expertise in technology, facilities supplies and furniture – there is everything to play for.

6 moves to healthier margins

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Margin is regarded by many as a good measure of business viability. Defined very broadly as the difference between sales and the costs incurred in making those sales, margins need to be healthy, but not so large that they give your competitors the chance to attract your customers with the same services and products at… Read more »

4 big questions resellers ask

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One of the biggest decisions any business products reseller will make is which wholesaler or dealer group to partner with. With customer relationships, logistics, product and service quality and profits all potentially hanging on this, resellers will always think long and hard about who to align themselves with.