Andrew Horvath, Author at Modern Distribution Management

How Remote Should Your Remote Sales Team Be?

Many distributors are redefining sales processes to put sellers at customer sites for only the most important interactions. For inside roles, consultant Andrew Horvath asks, should sales leaders deploy inside roles in a centralized or decentralized manner?

May 10, 2021

Sales & Marketing

3 Distribution Sales Compensation Lessons From COVID-19

Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath.

October 7, 2020

Operations

The Problem with Monolithic Sales Coverage Models

Appropriately segmenting customers and aligning sales and marketing service levels help to maximize growth and manage overall cost to serve.

July 10, 2020

Sales & Marketing

Why You Should Consider Differentiated Service Levels to Grow Margin

Under-investing in customer-facing resources and tools can erode a distributors value, says management consultant Andrew Horvath. However, he cautions that being all things to all customers is often an expensive and inefficient approach. Successful distributors differentiate commercial service levels (CSLs) based on customer need and value, Horvath says.