B2B Manufacturing & Distribution Best Practices | Handshake Blog

Sales, marketing and tech knowledge for wholesale brands and salespeople.

Determining Your Commission Structure for Independent Sales Reps

May 9, 2017 by Mandy Movahhed

Independent sales reps are an important part of many wholesale companies’ sales and marketing strategies. Often referred to as manufacturer’s reps, independent sales reps offer wholesale brands the opportunity to extend their reach to markets far from where their company may be located and to take advantage of reps who may have existing business relationships…Read more

How to Wholesale & Sell Products to Retailers 

February 21, 2017 by Samantha Selsky

Here at Breaking up with Paper, we write articles for wholesalers of all sizes, including large enterprises. But for those wholesalers just starting out, we haven’t forgotten about you. In fact, we crafted this handy guide on how to wholesale and sell products to retailers with you in mind! How to Wholesale & Sell Products…Read more

Product Data and Your Digital Catalog

December 2, 2016 by Daniella Shtemberg

Product data management (PDM) is the category of software used to organize, track, and disseminate product data. In manufacturing and distribution, product data management is used to make sure specs that detail how a product was made, like part descriptions and schematics, are readily available. While product data management is usually an internal process, this…Read more

B2B Branding: The What, Why, and How

November 30, 2016 by Nicole Groysman

What is B2B branding? Is it just your logos and graphics? Or is it something more? Branding is defined as “the process of creating a unique name and image in a customer’s mind.” B2B buyers are busy. They have to make a lot of decisions throughout the day. And, most of all, they’re human. They…Read more

Food Sector: A Complex Industry

November 28, 2016 by Johnny Marx

There’s one simple fact we all know about the food sector: people have to eat. And it is the absolute necessity of food that makes the food sector such a dynamic and vast space. Just how big is the food sector? According to the Department of Homeland Security, the food sector makes up about 20%…Read more

Sales Gadgets: 6 for the Field Sales Rep in Your Life

November 25, 2016 by Corey Carpinelli

Because the life of a field sales rep usually involves travel, reps are always looking for tech tools and sales gadgets that can make life on the road less stressful. If you’re looking for sales gadgets for yourself or the sales rep in your life, we’ve rounded up some of our favorites. Any of these…Read more

Using Cross Merchandising to Promote Your Brand

November 23, 2016 by Bennet Simonton

One way manufacturers and distributors can work with their retail partners to drive more revenue for all partners in the supply chain is through a practice called cross merchandising. Cross merchandising is seen in nearly all types of retail, from fashion to grocery, automotive to garden supplies—and everything in between—to promote brands and drive sales…Read more

Data Infrastructure: Leveraging Information

November 21, 2016 by Matt Osit

Data infrastructure is becoming increasingly important to manufacturing and distribution companies, whether they are large or small. Yet, many of these companies may not realize what data infrastructure entails or recognize when they are experiencing business problems that could be solved by developing their data infrastructure to meet current and future needs. So, what is…Read more

Value Chain Analysis: Finding Areas of Opportunity

November 18, 2016 by Daniella Shtemberg

The value chain presents a systemic view of businesses, with inputs and outputs. Described by Michael Porter in his 1985 book, Competitive Advantage, this concept defines specific activities that organizations perform to make sure that their output (a product or service) is greater than the sum of their inputs, creating value. Reviewing the value chain…Read more

Logistics Strategy in Manufacturing and Distribution

November 16, 2016 by Samantha Selsky

When you’re developing a logistics strategy for your manufacturing or distribution company, it’s not a simple matter of picking a shipper and being done with it. Logistics may seem like a small component of your business, but in reality, it’s second only to product quality in terms of the impact it has on your customer….Read more