by Rich Vurva

Remember the roaring ’90s when business was booming and many distributors boasted of annual sales increases of 10 to 15 percent or more? Do you sometimes find yourself longing for the return of those good old days?

While not as common in today’s competitive sales environment, some distributors still manage to achieve double-digit sales growth. Are you curious to learn how? Then I invite you to participate in an important new study that will uncover the reasons why some companies consistently generate double-digit revenue growth while others limp along with anemic sales increases or — worse yet — report falling sales.

The Growth Portfolio Study is being conducted by two sales performance consulting and training organizations, The YPS Group and Sales Effectiveness Inc., in cooperation with Progressive Distributor.

The intent of the Growth Portfolio Study is to provide distributors with data they can use to enhance sales in their own organizations. Participants in the study can use the findings to implement strategies and practices that offer immediate and practical value.

It focuses on three sets of business management issues:
• Understanding how leaders approach growth
• Gaining insight into the sales practices in place at leading distributorships
• Characterizing and prioritizing the challenges organizations face to establish consistent, double-digit sales growth.

In order to participate, all you have to do is complete a 10- to 15-minute online questionnaire at www.ypsgroup.com/growthPD.asp. 

Some participants may also be asked to take part in a follow-up telephone interview to help us gain deeper insight. All survey participants will receive a free summary of the results.

This editorial appeared in the November/December 2004 issue of Progressive Distributor magazine. Copyright 2004.