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The Trades Referral Economy™ and the Dealers Your TMs Shouldn’t Be Chasing

If a dealer says, “We don’t advertise. All our work comes from referrals,” believe them.
They’re not looking for growth. The...

Most distributors don’t fail because the market turned on them.
They fail quietly by the decisions they keep making about marketing.

In two-step distribution, marketing is often handed off instead of...

Sales teams feel the pressure first. The gaps show up later.

In distribution, sales is the business.

Sales drives growth.
Sales owns the customer relationship.
Sales lives and dies by dealer acquisi...