Wholesale & B2B Wholesale Best Practices | Handshake Blog

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

How to Hire Independent Sales Reps to Represent Your Brand

May 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

Building a Sales Team from the Ground Up

May 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

May 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

Pros & Cons of Third Party Logistics For Manufacturers

May 1, 2018 by Elizabeth Scolari

As manufacturing companies grow and expand, getting products to growing numbers of customers domestically or even globally becomes an ever-greater logistical challenge. Logistics is its own discipline, subject to changing transportation regulations and fluctuations in demand. Squeezing the most profit out of your shipping dollars isn’t always easy when logistics isn’t your primary business focus….Read more

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

April 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

April 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

Supply Chain Efficiency vs. Effectiveness

April 12, 2018 by Daniella Shtemberg

Supply chain managers at wholesale distribution and manufacturing companies might think that if a process is efficient, it is also effective. In fact, that may not always be the case. But how can a supply chain be efficient, yet not effective? It can happen when a company is more concerned with internal process improvements than…Read more

What is Order Management & How Can It Be More Efficient?

April 5, 2018 by Guest

What is Order Management? What is Order Management? In a nutshell, order management is all about keeping track of orders and managing the people, processes and partnerships required to fill them. It involves keeping track of the order itself and managing data around the customer: what’s their past order history? Do they pay on time?…Read more

The Manufacturer-Distributor Relationship

April 3, 2018 by Johnny Marx

Manufacturers have two primary channels for getting their products to market and putting them in the hands of customers. The first channel is direct sales, which holds many challenges for manufacturers. Direct sales—selling directly to customers—requires manufacturers to be specialists in every aspect of the marketing and supply chain strategies involved in building, storing, marketing,…Read more

What is Inventory Control?

March 28, 2018 by Johnny Marx

Inventory control is something that should be front-of-mind for anyone in the wholesale distribution business. In the simplest of terms, inventory control involves having greater oversight over one’s stock. Some refer to it as “internal control” or even as an accounting system set up to safeguard assets. Let’s take a look at why inventory control…Read more