Manufacturers often don't have direct relationships with the end customer, and instead use a distribution network to sell their products. However, there is a huge communication gap between what marketing thinks the end customer wants and what the distributor knows they want. This week's episode is all about learning and listening from your manufacturing distributors.  

This week I was joined by Tom Paul, CEO of BAM!, a mobile distributor portal. I wanted to have him on to give manufacturing marketers a different point of view on how our content can benefit or be reworked to serve our valuable network of distributors. We talked about the common miscommunications between the manufacturer and the distributor and how simply asking the right questions and listening to the people on the front lines can dramatically impact the usefulness of our enablement materials.

We discuss topics like training, the best way to access distributor materials, and the difference between the needs of veteran distributors and new, entry-level salespeople. 

Resources

• Connect with Tom on LinkedIn
• Learn more about BAM!
• Related Episode: How Manufacturing Marketers Impact Rep Growth
• Related Episode: The Power of Integrated Data Across Marketing, and Distribution 

Connect with TREW Marketing

•  Learn About TREW Marketing 
• Order the book! Content Marketing, Engineered
• Connect with Wendy

TREW Marketing is a strategy-first content marketing agency serving industrial companies that target highly technical buyers. With deep experience in electronics, test and automation, software, and engineering services, TREW Marketing helps clients build trust and generate demand.