Wholesale is won on the second and third order. Montana finds the purchasing contacts at manufacturers, retailers and warehouses inside your delivery area, puts the account's history on the screen before each dial and keeps reorder follow-ups on a schedule your reps would never keep by hand.
Free. No signup. About a minute. He reads your site and shows who he'd call.
By Nabil Irfan, founder of Sales Montana · Updated
The person who signs the PO changes with the account. At a manufacturer it is the purchasing manager, or the plant manager who runs the line that uses your product. At a retailer it is the buyer or category manager, often behind a vendor inquiry inbox. At a warehouse or 3PL it is the operations manager, who cares most about stock arriving on time.
Most of these companies turn up in a search by business type and city: food and beverage producers, fabricators, fulfillment centers, regional grocers and hardware chains within range of your trucks. Montana runs that search and returns companies with phone numbers. Trade show exhibitor lists and the lapsed accounts in your ERP go in as a CSV or XLSX export.
The opener that works names the product and the buyer's situation. Ask who supplies their corrugated boxes or stretch film today, how lead times have been this quarter or whether they keep a backup supplier for the items they cannot run out of.
The objections are predictable:
A good next step is small and concrete: a sample shipment, a quote on two or three SKUs or a trial order on one line.
Montana reads your website to work out what you carry and which buyers it suits, then drafts the first campaign. If he has your product lines wrong, you correct him before anything is spent.
Before each dial the rep sees what was said on the last call and a line to open with. Attach your line card and price sheet to the company brain and his answers draw on them when a rep asks how to handle this buyer.
A buyer names the incumbent supplier, a monthly volume or a new contact in receiving. After the call Montana proposes each one as a change to the account, with the deal stage and the follow-up email. Nothing changes until the rep taps Accept, and every action has an Undo.
Every qualifying call is transcribed and scored against a rubric you set for the campaign. Objections are counted across calls, so you can see whether "we have a supplier" or "send a price sheet" is the one stalling the floor.
Distribution is repeat business, so the chase should repeat too. Build a cadence of a call, an intro email two days later, a second call and a quote follow-up. Then let the last step loop back: call again thirty days later, indefinitely, for accounts you never want to go cold. Wrong number and do not call stop the chase at once.
When a buyer says to call back in March when the contract renews, Montana turns that into a booked callback in their time zone, and the dialer holds the lead until March.
Can Montana find buyers inside our delivery area?
Yes. Describe the business type and the place, a city or the region your trucks cover, and Montana returns real companies with phone numbers. You confirm the search before anything is spent, and each search costs cents.
We have years of accounts in our ERP. Can we use them?
Export them as CSV or XLSX and import them into a campaign. You map your columns once. Imports match on phone number first and domain second, so a lapsed account loaded twice does not double the queue.
Our reps sell different lines to different buyers. Can we split that up?
Run a campaign per line or per buyer type, each with its own reps and plan. A company can sit in more than one campaign and still keeps one history.
What does a whole inside sales team cost?
Pro is $297 a month flat for unlimited users, so adding inside reps for a new branch adds nothing to the bill. Engine is $99 a month for up to three users.
He reads your site and shows which manufacturers, retailers and warehouses he'd call first, before you have given us an email.
We run Montana for distribution and wholesale teams today. See the other industries Montana runs outbound for.