Hello, sales pro, Adon here. In the last video transcript, I talked about the alarming decrease of janitorial distributors in the last 25 years. I also pointed out that an immediate change is required if we want to see any improvement. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.
Did you know that the new data by ISIS (The new 2016 study on the industry) suggests that there are now 4,142 distributors compared to 24,000 the industry recorded 25 years ago? But here's something interesting; I noticed that in 2014, - ISIS last study - there was an average of 12 sales reps per distributor, so when you multiply twelve sales reps by 4,142 distributors, this gives 49,704 outside sales reps in America.
Also, if you look at the report for 2016, you will see that the same amount of distributors (4,142) have decreased down to nine outside salespeople per distributor on average. What does this mean? This means that there are now 37,278 salespeople - a reduction of 12,425 since the 2014 data was released. So in two years, there are 12,425 less outside sales reps in America.
The shocking part is, from 2014 to 2016, within the duration of 2years, the total outside sales force in the janitorial distribution industry reduced by 25%, and this is something we all should think about.
Be Insightful , Adon