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 …
Customer Segments
Creating lemonade at Institutions
What do market segments such as government, universities / higher education, life sciences, government / municipalities, sports teams, hospitals, agriculture have in common? While most are considered \”institutions\”, they all …
Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally …
Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \”the world is falling\”, and it started to … and has. Humpty Dumpty fell and he then said, since his …
COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
Selling Services Requires a Plan & Marketing
Much is talked about how distributors needing to sell services to differentiate themselves. They need to create / provide solutions and will need to generate revenue from these services. While …
Wants and Needs
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ …
FedEx to Live without Amazon. Lessons for Distributors
Last month FedEx announced that they won’t renew a ground-delivery deal they had with Amazon to provide small-package ground deliveries. This follows FedEx’s announcement that it wouldn’t renew Amazon’s FedEx …
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Home Depot Orange Coming to Your Customer
The color orange signifies joy, happiness and creativity, however, it is also representative of fire and, given that the color is between yellow and red on the color spectrum it …
Slow Growth in Industrial MRO … Grainger Reports
The industrial MRO market appears to have slowed its rate of growth as evidenced by Grainger’s 2019 first quarter report. While Grainger is much more than electrical products, products commonly …
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