As we transition from the pandemic many wonder about “the future of sales”, meaning, “what will the sales process (sales model) look like in the future” and, essentially, “what is the role of / for outside salespeople?” In reality, this question was asked pre-pandemic as management lamented that sales wasn’t being as productive as they desired. Companies are always seeking to … [Read more...] about What’s Your Sales Model of The Future?
Distribution Strategy
Fighting the War for Talent
Contrary to reports coming from Washington, there is a war for talent going on in the HVAC industry and it is going to get worse. Consider: If you track LinkedIn you’ll see that there have been many in the HVAC industry that have changed jobs this year. While some are the result of company-driven separation, many have also been by choice. Industry recruiters … [Read more...] about Fighting the War for Talent
Digitally Transforming the Rep Service Model with EDI
EDI isn\'t just for distributor / manufacturer interactions. It can also effectively be used to reduce operational costs between independent manufacturer representatives and manufacturers while keeping the rep informed on all of the critical information needed to ensure superior customer service to their distributors. IDEA Exchange worked with TradeTech Solutions to develop a … [Read more...] about Digitally Transforming the Rep Service Model with EDI
In This Together – Manufacturers & Reps
Gene Biben, formerly President and CEO of Biben Sales, joined Channel Marketing Group earlier this month. Gene’s avowed desire is to “give back” to the industry, to help people work together. He will help reps achieve their goals and manufacturers optimize their performance, and relationship, to and with manufacturer reps. He’ll additionally support Channel Marketing Group … [Read more...] about In This Together – Manufacturers & Reps
Getting Heard. Podcasts Deliver Thought Leadership
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more content and capture attention. Video usage has skyrocketed as it becomes the new “face to face” (F2F) medium and it is a means to highlight product application. Podcasts are a means to share thought leadership … [Read more...] about Getting Heard. Podcasts Deliver Thought Leadership
7 Warehouse Tips to Improve Customer Satisfaction
Dick Friedman, a warehouse productivity improvement \"guru\" with much experience working with electrical distributors shares thoughts distributors should consider as there becomes the proverbial \"light at the end of the tunnel\" for COVID (due to pending vaccines), fierce competition and the potential for a resurgent market. Acting now can prepare distributors to support … [Read more...] about 7 Warehouse Tips to Improve Customer Satisfaction
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 reality is that Home Depot and HD Supply are competing more and more with electrical distributors. Some will remember that HD Supply was conceived within Home Depot and was eventually … [Read more...] about HD Supply Goes Home
