Are / Can Distributors Be Demand Generators?
Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value …
Channel Strategies
Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
Leading manufacturers are always preparing for and examining their HVACR distribution channel for adjustments in 2023. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused …
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 …
6 reasons you may not want to have a product/commerce enabled website Read More »
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 …
Rep Opportunities Abound
2020 is a year of change in the rep community. And the change is creating new opportunities. There have been Many lines that have changed agencies which, considering the circumstances, …
Ready for the 2nd Half Sprint?
Hope you had a wonderful July 4th weekend with your family? While July 4th celebrates independence it also is a moment for reflection and appreciation of the American spirit. A …
Evaluating eCommerce Companies, Forrester-style
COVID has heightened the benefit or, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering …
Selling is a Contact Sport
Over the past month, according to our current survey, which closes today, sales for many distributors have stabilized or improved. This which makes sense given construction is open in all …
Make sure you don’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …