Earlier today Home Depot presented at the Raymond James 39th Annual Institutional Investors Conference. While, overall, Home Depot is not a significant competitor to electrical distributors, if you serve the residential electrical contractor / builder market or the small contractor market, they are a significant competitor (and our eCommerce Contractor Insights survey showed … [Read more...] about Home Depot … Pros, Website, Analytical Tool Investments to Grow the Business
Distribution Strategy
State of eCommerce According to Electrical Contractors & Buyers
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 research, downloading of spec sheets, seeking pricing and checking inventory. While online ordering ranks typically 5th out of six usages, based upon segment, … [Read more...] about State of eCommerce According to Electrical Contractors & Buyers
2018 Multi-Family Market Outlook
It\'s been discussed and forecasted that the multi-family market is going to be down in 2018 ... perhaps by almost 10%. But is a down year a \"bad\" year? Not when the prior year was a record and 2018 is projected to be the second best year. Societal demographics are changing and favor multi-family construction. Consider: Cost of living, and housing, continues to rise. … [Read more...] about 2018 Multi-Family Market Outlook
Distributors, Where Will Your Growth Come From?
By now many have zeroed in on their 2018 sales goals. With DISC, Electrical Wholesaling and many manufacturers coalescing around 4-6% numbers (some a little higher, some a little lower) and recognizing that it can change a little due to commercial or industrial focus as well as, for manufacturers, by product category, we have a “ballpark” for 2018. The number is a little … [Read more...] about Distributors, Where Will Your Growth Come From?
Aligning Compensation with Channel Selling
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 company\'s, and in the case of manufacturer reps their manufacturers, goals. Historically for electrical manufacturer reps this typically related to selling to electrical distributors and their agreements … [Read more...] about Aligning Compensation with Channel Selling
Interviewing Strategy to Deliver The Right Candidate
In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade their current talent. The challenge is \"how to find the \'right\' person?\" And many are concerned, although this isn\'t vocalized, about the cost of making a \"less than optimal\" decision. … [Read more...] about Interviewing Strategy to Deliver The Right Candidate
What\’s the Value of a Manufacturer’s Brand?
Over the past few months as we\'ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we\'ve seen a purchasing trend that is roiling the industry. The trend, which mirrors what is happening in lighting with \"unfamiliar brands\" is accelerated growth, and acceptance, of less … [Read more...] about What\’s the Value of a Manufacturer’s Brand?
