Smart distributors know how to diversify to stay competitive. One such way, says incentives expert Barb Hendrickson of Visible Communication, is to consider adding incentive programs to the mix. "Incentives encompass everything from sales contests to wellness programs, to all manner of performance-improvement strategies," she says. "Your customers will experience increased market share, higher sales, higher productivity and lower absenteeism." Plus, distributors will benefit from increased order sizes from existing customers. Hendrickson points out that there are lots of handy resources available to distributors looking to start selling incentive programs, like supplier reps willing to go on sales calls and incentive products database RepLink.

Learn more in her "Expert Secrets" video below.