B2B Manufacturing & Distribution Best Practices | Handshake Blog

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

Order to Cash: What It Is & Why You Should Care

March 26, 2018 by Sarah Leung

While we’ve already discussed metrics like fill rate and visit to order time on the blog, we haven’t yet talked about Order to Cash––the term that encompasses your end-to-end order processing system. From opportunity creation to order taking to billing, Order to Cash (O2C or OTC) isn’t so much a metric as it is a…Read more

How to Improve Your Order Fulfillment Process

March 24, 2018 by Monica Orrigo

The order fulfillment process refers to all the steps companies must take from the moment they receive an order until the items land in customers’ hands. For many wholesale distribution companies, an order fulfillment process might look like this: Order is received, either in person, on the phone, via email, etc. Order must be entered…Read more

SAP Integration: What You Need to Know

March 10, 2018 by Rossey Charleston

For wholesale companies running SAP, figuring out how an integration between SAP and their other business systems will work can be a challenge. The SAP software “ecosystem” is very complex, so companies need a strong understanding of the integration options available with their specific instance of SAP in order to create a solid strategy for…Read more

What is a Line Sheet? (And How to Make One for Your Wholesale Business)

February 24, 2018 by Daniella Shtemberg

For newcomers to wholesale, learning the lingo can be hard. You may have heard of something called a “line sheet,” and been told that you need one. But what is a line sheet, exactly? In certain industries like fashion, line sheets are necessary when interacting with current and potential buyers. While we can’t create a…Read more

Freight Forwarding Advantages & Disadvantages

February 22, 2018 by Monica Orrigo

As wholesale and manufacturing companies grow and expand, figuring out how to keep up with the number of shipments that need to be sent to customers domestically and abroad becomes increasingly challenging. Some larger companies choose to keep up by expanding their own in-house shipping function, but typically this requires a great deal of investment…Read more

How to Hire Independent Sales Reps to Represent Your Brand

February 18, 2018 by Sarah Leung

For many brands that sell wholesale, utilizing independent reps and rep firms is a key part of their sales strategy. For some, it’s not cost-effective to employ in-house reps, or they simply need to get feet on the ground quickly without having to put resources into establishing a salaried team. Others recognize the depth of the…Read more

A Primer on Food and Beverage Distribution

February 15, 2018 by Daniella Shtemberg

Food and Beverage Distribution Models Since supermarkets and superstores became the norm for shoppers, most food reaches the table after passing through a complex supply chain that moves it from growers, producers, and factories to a network of wholesale food distributors and grocery store distribution centers, from which products are ultimately delivered to store shelves….Read more

Building a Sales Team from the Ground Up

February 10, 2018 by Johnny Marx

For wholesale distributors thinking about building a sales team from scratch or considering transitioning from independent sales reps to an internal team, figuring out where to start can seem pretty daunting. Especially for businesses still in “start-up mode,” processes related to hiring and firing may not be firmly established. We’ve gathered a few ideas and…Read more

Sales Territory Management: 5 Best Practices

February 8, 2018 by Brandon Gracey

For wholesalers, distributors, and manufacturers with larger sales teams, territory management is key to making sure that sales reps are putting their time and energy where it will have the most impact, maximizing every in-person appointment and minimizing windshield time for low-return accounts. The process involves effectively segmenting customers and prospects so that sales managers…Read more

The SCOR Model and Supply Chain Management

February 3, 2018 by Allen Malapit

One of the most promising models for strategic decision-making in supply chain management is known as the SCOR model. 70 leading members of the manufacturing, distribution, and solutions supplier industries (in collaboration with the Supply Chain Council) developed the management tool, which is short for “supply chain operations reference model.” The program has been designed…Read more