Ken’s Corner – Know Your Manufacturer Funds
I have been absent for the last few weeks and missed some of the things I enjoy doing, including writing the articles which we are now calling “Ken’s Corner” (here’s …
Learning to Fly. Why planning sessions fail
If 2021 has taught us nothing it has demonstrated that no matter how much planning a business may undertake it is impossible to account for the limitless number of unknowns …
6 reasons you may not want to have a product/commerce enabled website
Instinctively everyone knows why companies have websites – to generate sales by sharing information. Given this, it then begs the question of why more electrical distributors do not have websites …
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Contractor trends impacting distributor relationships
The number one criteria influencing contractor decision-making today is access to inventory. The supply chain disruptions are the talk of every conversation. No material, no work. Putting the supply chain …
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The Rep Conundrum: End-user Calls. Compensation?
Last week we were on a call with a manufacturer and the question arose of “are supply reps calling more on distributors or are they starting to call on end-users, …
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What’s Your Sales Model of The Future?
As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is …
Fighting the War for Talent
Contrary to reports coming from Washington, there is a war for talent going on in the HVAC industry and it is going to get worse. Consider: If you track LinkedIn …
Digitally Transforming the Rep Service Model with EDI
EDI isn\’t just for distributor / manufacturer interactions. It can also effectively be used to reduce operational costs between independent manufacturer representatives and manufacturers while keeping the rep informed on …
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In This Together – Manufacturers & Reps
Gene Biben, formerly President and CEO of Biben Sales, joined Channel Marketing Group earlier this month. Gene’s avowed desire is to “give back” to the industry, to help people work …
Getting Heard. Podcasts Deliver Thought Leadership
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more …
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