Why only 5% of distributors call e-commerce their top channel | Ep. 19
Distributors think their customers want reps who know the catalog. Their customers mostly want to know where their stuff is.
ㅤ
Floyd Blaikie brings Matt Johnson a report she got lost in the morning they recorded. It's the State of Sales in Distribution 2026 from Phocas, built on a survey of 100 distributors. Floyd reads the numbers. Matt, who leads go-to-market for distribution at Pivotree, explains why they look the way they do.
ㅤ
This is a hosts-only episode, so nobody takes a side. The friction comes from the data itself. Then Matt admits that his own sales agent hallucinated on…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.