“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 …
Channel Strategies
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 …
Is Amazon An Alternate Channel or Just Meeting Customer Needs? Read More »
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 …
Joint Business Planning Research Findings & Report Read More »
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 …
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 …
Survey Finds Joint Business Planning Partners “Dissatisfied” Read More »
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 …
Is Joint Business Planning a Dying Art or a Growth Differentiator? Read More »
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 …