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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7 Warehouse Tips to Improve Customer Satisfaction
Dick Friedman, a warehouse productivity improvement \”guru\” with much experience working with electrical distributors shares thoughts distributors should consider as there becomes the proverbial \”light at the end of the …
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HD Supply Goes Home
The major story in the distribution industry yesterday was Home Depot acquiring HD Supply. While many electrical distributors may wonder “why the coverage” as “we don’t compete with them”, the …
Will Fear of Wall Street Impact Manufacturer Sales Organizations?
COVID changed every manufacturer’s sales budgets in April. Aside from top line revenue and maybe salaries (due to employment reduction), the one expense line that may have changed the most …
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Manufacturers Integrate with Distributor eCommerce Offerings
Manufacturers are actively inquiring about distributor investment in eCommerce. Some are being proactive and offering resources to their distributors. Festo, a supplier of process control and factory automation solutions, who …
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Changing Role of Sales
It’s been almost seven months (March) since COVID exploded into the electrical industry. It’s been a roller coaster road for many with everyone expecting the business to fall off the …