Selling directly to consumers is not only the preferred sales strategy, but also the most profitable, according to Grant Thornton's Strategic Source and Sell: Channel diversity survey. This infographic highlights top findings from the survey. - See more at: http://gt-us.co/1x3mBLU

1. Strategic Source & Sell Survey
Insights from senior executives across
the United States
Selling direct + Diverse sales channels = Higher profitability
WHERE IS IT SOLD?*
of sales directly
to customers
of sales through
distributors
25%
• Selling direct to customers: 15.7% profit margin
• Selling to retailers/dealers: 12.1% profit margin
• Selling to distributors: 7.5% profit margin
of businesses use
all three channels
And sales diversity means more profit
* average percentage of sales; does not include 6% ‘Other' and does not sum to 100% due to rounding
** average profit before interest and taxes for companies with half or more of sales via each
sales channel
54% 16%
30%
of sales through
retailers/dealers
The closer to the customer, the more profit you make**
• Three sales channels: 16.9% profit margin
• Two sales channels: 12.8% profit margin
• One sales channel: 13.6% profit margin