Unlock Revenue in Dormant Accounts

You’ve already done the hard work of winning these customers—but if you’re not staying in touch, you're leaving money on the table.

Dormant customers are often overlooked in the daily rush to serve inbound orders. But they represent some of your warmest leads: they’ve bought before, they know your team, and they’re more likely to buy again—with the right nudge.

Here are three ways distributors can operationalize a strategy to re-engage dormant accounts and turn them into repeat revenue:

1. Stop Waiting for Customers to Reach Out

In busy operations, it’s easy to fall into a reactive rhythm—only responding to customers when they call, email, or walk in. The problem? Dormant customers don’t raise their hands. They fade into the background unless you go after them.

What to fix:

• No alerts or lists for customers who haven’t ordered in a while
• Reps relying on memory to follow up
• Inconsistent outreach across branches or teams

How:
Set up a workflow to automatically flag accounts that have gone quiet—based on order history, message activity, or length of inactivity—and trigger follow-ups before opportunities slip away.

Result:
Your team stays ahead of attrition, turning potential churn into renewed orders and stronger relationships.

2. Make Follow-Up Part of the Daily Workflow

Telling reps to “check in” with old customers doesn’t work if it’s not built into how they already work. Manual lists, spreadsheets, or one-off reminders fall through the cracks.

What to fix:

• Follow-up tasks that live outside your communication system
• Low adoption of CRM reminders or sales automation tools
• Missed reactivation opportunities due to a lack of visibility

How:
Incorporate follow-up nudges directly into the tools reps use every day—like texting, emailing, or reviewing message logs—so outreach becomes second nature, not a separate task.

Result:
Reps make reactivation part of their normal rhythm, leading to more customer touches with less effort.

3. Equip Your Team With the Right Message at the Right Time

Reaching out to a dormant customer with generic messaging won’t cut it. To win them back, your reps need relevant context and a reason to re-engage—whether it’s a recent job you noticed or a missed reorder window.

What to fix:

• Reps guessing why a customer went quiet
• No centralized view of past orders, messages, or job history
• One-size-fits-all follow-up that doesn’t lead to action

How:
Give your team visibility into each customer’s history—what they’ve ordered, how they’ve communicated, and what’s changed—so they can personalize every check-in and hit the

Result: Customers feel known, not sold to -- and your team turns a cold list into warm conversations that lead to sales.

Bottom Line: Don’t Let Dormant Accounts Stay Dormant

Reactivating lapsed customers isn’t just a sales tactic—it’s an operational win. With the right systems and workflows, your team can identify who’s gone quiet, follow up automatically, and bring in revenue that would’ve otherwise been missed.

The distributors growing today aren’t just adding new customers. They’re reactivating the ones they already earned.