Whether it is IoT or IIoT, the Internet of Things is all the rage. You can\'t pick up a trade publication without seeing an article on either topic. And in reality they are essentially the same with the only difference being the market segment with the IIoT focusing on the industrial market and IoT covering essentially all other segments. Lighting and lighting control … [Read more...] about Are you ready for the IoT?
Are you interested in new customers? New sales?
Companies are currently planning their 2017 initiatives. Corporate typically sets the revenue goal (okay, they may ask for input, but ...) A portion of the objective comes from an expectation of recurring revenue / customer retention. An element is expected growth from existing customers. Maybe there will be a branch opening or an acquisition. Perhaps you\'re funding for new … [Read more...] about Are you interested in new customers? New sales?
Sometimes You Need to Change Your Club
Golf is one of those games that unless you play the same course every time you need to read the course, understand the conditions, evaluate how you are playing and, sometimes (many times for me), you need to change the club you are using based upon circumstances to get a good shot. As you plan for 2017, understanding your course is critical. While the core of your game may … [Read more...] about Sometimes You Need to Change Your Club
Marketing Your Warehouse
Have you ever thought about how you can monetize your warehouse in a way other than operational efficiency and increased throughput (which you should be doing with a continuous improvement process guided by a metric management mentality?). Think about how your warehouse can be a sales tool. And if it can\'t be, consider this video from Werner Electric While it is designed as a … [Read more...] about Marketing Your Warehouse
2017 Planning – Macro Outlook, Wood Building Construction & Oil
It\'s now about 30 days to the AD and IMARK national meetings. Graybar just held their national meeting. Manufacturers and distributors should be well underway in their individual planning. 2017 joint business planning is quickly upon us and, in continuing with our planning series, below is some information, and thoughts, that may help you. In this edition we\'re covering … [Read more...] about 2017 Planning – Macro Outlook, Wood Building Construction & Oil
“Can you hear me now?” – Verizon
Many may remember the Verizon commercials titled \"Can you hear me now?\" And while the spokesperson may have moved to Sprint and is focusing on price, the lighting industry may now be hearing Verizon calling. And electrical and lighting distributors may be hearing from a new competitor ... a new channel. While Verizon is known as a telecom company, it is also well known to … [Read more...] about “Can you hear me now?” – Verizon
Is Amazon An Alternate Channel or Just Meeting Customer Needs?
Yes, Amazon Business is a competitor to distributors. It is also an opportunity for manufacturers given that it represents an additional distribution channel to reach customers. Why? Because some customers desire to purchase through a different mode. Why are they not an alternative channel? Consider, how are they different than catalogers, distributors who sell online, … [Read more...] about Is Amazon An Alternate Channel or Just Meeting Customer Needs?
Joint Business Planning Research Findings & Report
On September 8th we shared the findings of our recent Joint Business Planning research conducted earlier this year. This report, and the accompanying recording, highlight the findings and share some recommendations. Key areas for improvement include: Advanced planning Understanding the differing perspectives of manufacturers and distributors Utilization of market … [Read more...] about Joint Business Planning Research Findings & Report
Welcome to 2017 Planning Season
Labor Day marks the unofficial end of summer as well as the unofficial beginning of the 2017 planning season in the electrical industry. While we know a number of manufacturers and distributors who have started to embark on their planning journey, most who do planning will start in the next 30-60 days. And consider that the NAED Eastern is in nine weeks and that the AD and … [Read more...] about Welcome to 2017 Planning Season
Survey Finds Joint Business Planning Partners “Dissatisfied”
Following the completion of 2016 planning cycle, we heard a lot of frustration with the current Joint Business Planning (JBP) process. In response to this issue, Channel Marketing Group, in conjunction with Verde Associates, fielded a JBP survey to a wide group of planning process participants from both manufacturing and distributor companies. The purpose of this survey was … [Read more...] about Survey Finds Joint Business Planning Partners “Dissatisfied”
