Using M&A to Change Paradigms
Every year there is much talk about M&A (mergers and acquisitions). Some companies forecast it into their budget. For some it is part of their culture to always be seeking […]
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What do your customers value the most from you?
Lately I’ve been thinking about “value”. Not necessarily from a financial / pricing / cost viewpoint but from a “what does your customer value THE MOST from you?” You may
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2019 According to Dodge…Takeaways from the Dodge Construction Outlook
Over the past few months there have been a number of economists and analysts who have shared their projections for 2019 regarding the overall economy. Inevitably, with the topics of
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The Intelligent Building – A reality or just an IoT dream?
The last couple of years have seen a plethora of lighting innovations in a quest to \”control\” the ceiling and eventually a building, a network of buildings and then cities.
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Distributors. Has Amazon Business Been Good for You?
Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they
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Protecting Price and the Channel in an Online Marketplace World (Amazon)
Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space. Barely a meeting goes by with a manufacturer where the topic of \”what
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eCommerce Product Content is King
When times are tough people often say “cash is king”. This can frequently determine which companies survive and thrive during difficult economic times and those that suffer. Nowadays, as companies
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eCommerce Creating a Distribution Dividing Line?
For the past few years many have talked about eCommerce and have made investment plans. Now a number of these investments are coming to fruition and the conversation is evolving
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Tips for Distributors to Improve Gross Margin
Corporate success, for many, is typically defined as sales success as sales revenue is an easily identifiable, and discussed / shared, metric. But in a quest to grow sales, and
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Over a Billion Dollars in Rebate and Marketing Funding to Distributors
Every year hundreds of millions of dollars have been invested / spent by manufacturers to solicit preference from distributors. In fact, about 10 years ago we estimated over $500M was
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