A changing MRO environment?
Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO …
Branding
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 …
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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Employee Engagement Requires Internal Marketing
Much has been discussed about employee retention as well as recruitment. While some elements of both are truly in the hands of the employee / candidate and companies cannot impact, …
State of eCommerce According to Electrical Contractors & Buyers
According to a recent study conducted by Channel Marketing Group titled \”State of eCommerce, Electrical Contractor & End-User Insights\”, electrical buyers are accelerating their usage of online tools for product …
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Promote to Communicate
Breaking through the communications clutter that we all receive daily is a huge challenge. Whether it be trying to reach out to prospects, sharing information with existing customers (and think …
What\’s the Value of a Manufacturer’s Brand?
Over the past few months as we\’ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we\’ve seen a purchasing trend …
Electing to Market Through Video
With Tuesday being Election Day, far be it from me, or a rep agency, to try to influence an election, but the debates have captured our attention. Living in a \”swing …
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, …