As a wine wholesale rep, how many times a week do you touch your customers?
You can’t count when they call you. That’s the wrong direction.
You call them. You email them. You connect to them through social media. You of course meet with them face to face, sometimes twice a week. These are all Points of Contact.
Why track points of contact, even for just a month? For one reason: watch out for great accounts that have a great variety of wines from a great variety of wholesalers. If they are not in the top 10% of our points of contact, better get on the phone and say hi.
Tracking Points of Contact gives you an accurate sense of where your vulnerabilities are, and that keeps you ahead of the game rather than putting out fires.