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
Distribution Strategy
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?
Improving Profitability Through Warehouse Transformation
Recently we\'ve been talking to distributors and manufacturers about the impact of eCommerce on their business as well as assisting on their 2018 planning. While growth is a recurring theme (as expected) as is the goal of improved profitability, an area that unites these two is the ability to cost-effectively deliver the business. Cost-effectively is being defined as ways to … [Read more...] about Improving Profitability Through Warehouse Transformation
Amazon Business Isn\’t the Greatest Threat, Customer Expectations Is
As electrical distributors launch, or prepare to launch, their eCommerce sites, they need to be aware of a key customer dynamic that is changing...the expectation of accuracy. While many have talked about Amazon Business being a key competitor (or threat), their biggest impact may be on customer expectations ... and the expectation that the inventory information on the website … [Read more...] about Amazon Business Isn\’t the Greatest Threat, Customer Expectations Is
Grainger Turning a Corner?
Continuing our Q3 earnings observations, next up is Grainger which is a traditionally a good barometer for the industrial MRO space and lately has been a case study in value proposition, price and fear of Amazon Business. From the earnings call and their slides: Overall \"a solid quarter and there were some positive signs\". Seeing growth coming from their price reduction … [Read more...] about Grainger Turning a Corner?
Reps … Mega vs Medium / Smaller?
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of industry sales go to market through independent manufacturer sales agents, needless to say, the agency world is important. And the trend … [Read more...] about Reps … Mega vs Medium / Smaller?
