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 …
Channel Strategies
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 …
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An Industry Undergoing Change
We\’ve just passed the 6 month mark for the year and while there has been much change, the past month highlighted many and accelerated some. Consider: Consolidation Shealy sells to Border …
Is Joint Business Planning a Dying Art or a Growth Differentiator?
An issue we\’re starting to hear more and more about is Joint Business Planning (JBP). We started hearing rumblings just before the NAED National from some larger distributors and manufacturers …
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Driving Your eSales Rate
As mentioned last week, one of the topics of various sessions, and with distributors, was eCommerce and eSales. The companies that are viewed as more progressive, perhaps more profitable and …
Drive for Data
Over the past month or so Allen and I have had a number of calls for data. Some are from owners / senior management, some from marketing personnel and some …
Ready for Growth?
As you sit around your corporate boardroom and and make decisions that impact growth either via acquisition or generating incremental sales, many don\’t give consideration to PRODUCTIVITY (in the back office). Why …
Increasing Pressure and Competition in the Industrial MRO Market
Grainger and WESCO are typically good industry benchmarks to get a sense of the industrial MRO market. Grainger also sometimes provides insights into the institutional market, so let\’s look at …
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