Statistics that ALL promotional product distributors should care about

Respond to inquiries within an hour, or lose them

“Firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead (which we defined as having a meaningful conversation with a key decision maker) as those that tried to contact the customer even an hour later—and more than 60 times as likely as companies that waited 24 hours or longer.”

– Harvard Business Review

Consultancy is growingOrder takers are a dying breed – but consultancy is not

“Order takers,” who generally process orders that customers could easily place through online self-service. Projected job loss by 2020: 33%, or close to 550,000 out of 1.6 million jobs

“Consultants,” who have extensive knowledge about the buyer’s company to help the buyer understand what her company needs to purchase. Projected job gain: 10%, to 550,000 from 500,000.

– Forrester Research, Death of a (B2B) Salesman

Too much choiceReduce the number of products on your website and you will sell more

  • People buy more jam when they have six options rather than 24.
  • When Procter and Gamble went from 20 different kinds of Head and Shoulders to 15, they saw an increase in sales by 10 percent.

– TED Talk, Sheena Iyengar

Millennials are taking over…

Millennials have now surpassed Generation X to become the largest generation in the American workforce.

Adults between the ages of 18-34 now make up one in three American workers. They outnumbered working adults in Generation X, who were 18-33 in the year 1998, in early 2015 after overtaking Baby Boomers last year.

– Pew Research Center analysis of U.S. Census Bureau data.

…And Millennials prefer to buy online

  • 89% make corporate purchases online
  • 42% expect the amount of online purchasing to increase next year
  • 71% would increase the amount spent online if it was easier and more convenient to browse and purchase items from a supplier’s website

– Acquity Group’s 2013 State of B2B Procurement Study

Online sales of promotional products 2013Online sales of promotional products made up 10-17% of revenues in 2013

In 2013 there were 22,770 distributors turning over <$2.5 million p/a. The average turnover was $433,018, of which 10.7% of that was generated via their website.

For larger distributors, 16.7% of their revenue, or $1,621,952,603, was generated via their website.

– PPAI

About Customer Focus

We supply websites for promotional product distributors that will help you compete in a rapidly changing market place. We understand that for most distributors, existing customers are their key source of revenue, and we want to help you both strengthen those relationships AND position yourself to sell to the new generation of B2B buyers. Find out more at www.customerfocus.com.

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