Retailers buy what consumers want. Dealers buy what they can move . The Dealer buyer is constantly calculating "Carrying Cost vs. Stockout Cost." The TRADESMAN trainer teaches reps how to sell on "inventory velocity" rather than just product features.
Here is why generic training fails, creating the demand for the TRADESMAN: TRADESMAN- Deal to Dealer Trainer
Generalists lower price to close. TRADESMAN-trained reps change the terms to close. Instead of a 10% discount, they offer a 5% volume rebate payable in 60 days. The margin stays intact; the behavior changes. Retailers buy what consumers want