eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance …
Revenue Generation, Content Key Takeaways from B2B Online Conference Read More »
The term \”digital distributor\” is starting to be used more repeatedly. Granted it can be a consultant\’s way to drum up business but it\’s becoming a term used to express …
Digital Distributor Starts with eCommerce Product Content Read More »
Customer expectations are changing how distributors are doing business. They expect more. Some of your competition offers more. And you need to offer more to retain customers and have a …
How Distributors are Adapting to Changing Buyer Demands Read More »
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 …
State of eCommerce According to Electrical Contractors & Buyers Read More »
A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do … which is sell. Salespeople need to be aligned with their …
As electrical distributors launch, or prepare to launch, their eCommerce sites, they need to be aware of a key customer dynamic that is changing…the expectation of accuracy. While many have …
Amazon Business Isn\’t the Greatest Threat, Customer Expectations Is Read More »
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly …
Monday marked the day that Amazon closed on its Whole Foods acquisition and that Border States closed on its Kriz Davis acquisition. Both provided the acquirer strategic opportunities to increase …
Acquisitions – Pieces of a Puzzle …Border States and Womack Read More »
Electrical industry tradeshows start in 4 weeks with AD\’s North American Meeting, quickly followed by the IMARK Annual Meeting and the NAED Eastern, and not counting national meetings for national …
Distributors traditionally fought for market share via relationship, service and price. The company with the best people, best service and competitive pricing that could provide their customers with access to …
Distributors Need to Evolve from Being Product Companies Read More »
