Laboratory Distributor Sales Information

The eighth part of an 8-part series titled: The View from the Other Side

The seventh in an 8-part series titled: The View from the Other Side

The fifth in a series of eight posts titled: The View From the Other Side

The fourth in an eight part series titled The View from the Other Side

The 1st of an eight part series, The View From the Other Side.

Nobody is happy when their prices increases after January 1st. Many customers feel that by signing a pricing agreement (or contract) that they can use this document to restrict price increases. But somehow, spending is more than expected during the 3 - 5 year term of a contract. What happened? How could this have happened?

So you think you have what it takes to sell lab supplies for one of the large distributors?  In this blog post we will explore what really is the “right stuff” to be successful in this industry.

Big distributors have the red carpet rolled out for their 'A' customers, while the B, C and D customers get the Wal-Mart treatment – but without the low prices.

So in this article, you will first get a glimpse of what it’s like to be an "A" customer. Then we will explore what’s going on with the B, C and D customers - the other 99% of labs.