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 …
Growth Strategies
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 …
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 …
Acquisitions – Pieces of a Puzzle …Border States and Womack
Monday marked the day that Amazon closed on its Whole Foods acquisition and that Border States closed on its Kriz Davis acquisition. Both provided the acquirer strategic opportunities to increase …
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2018 Planning Countdown
Electrical industry tradeshows start in 4 weeks with AD\’s North American Meeting, quickly followed by the IMARK Annual Meeting and the NAED Eastern, and not counting national meetings for national …
Home Depot Q2 – Pro Insights
Home Depot shared its Q2 results yesterday and, while the company continues to perform well as indicated with over $28B in sales, its Pro business, defined as contractors and its …
Distributors Need to Evolve from Being Product Companies
Distributors traditionally fought for market share via relationship, service and price. The company with the best people, best service and competitive pricing that could provide their customers with access to …
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Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator
Distributors have been seeking opportunities to generate, or increase, their service revenue. While traditionally a complementary service for industrially-oriented distributors, construction-oriented distributors are also seeing opportunities. Some distributors have defined …
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Channel Marketing and Funding … but for eCommerce Initiatives?
The essence of “channel marketing” infers that members within a channel (manufacturer, rep and distributor) are working together to market products, services and applications to generate demand from customers. The …
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GM Leader Drives Cultural Change, Innovation and Results
General Motors (GM) historically has been known as a \”staid\” company and the prototypical \”old boys\” company. And its had its share of \”challenges\” ranging from uninspiring design to consumers …
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