Weak Jobs Report Impacting Electrical Industry?
Earlier this month the headline that many were commenting on was \”U.S. Hiring Slowed Dramatically in May; Jobless Rate Falls to 4.7%\”. The story emphasized that non-farm payroll was up …
Growth Strategies
Is Joint Business Planning a Dying Art or a Growth Differentiator?
An issue we\’re starting to hear more and more about is Joint Business Planning (JBP). We started hearing rumblings just before the NAED National from some larger distributors and manufacturers …
Is Joint Business Planning a Dying Art or a Growth Differentiator? Read More »
Driving Your eSales Rate
As mentioned last week, one of the topics of various sessions, and with distributors, was eCommerce and eSales. The companies that are viewed as more progressive, perhaps more profitable and …
Why Product Launches Fail
We\’re finally through the planning season (yes, it is April and distributors now have less than 9 months to achieve supplier objectives!) and some of manufacturers discussed their new product launch …
Drive for Data
Over the past month or so Allen and I have had a number of calls for data. Some are from owners / senior management, some from marketing personnel and some …
Moneyball for Growth
If you are stymied with geographical growth and think that many of your customers are not buying all they can from you, the odds are stacked in your favor that …
B All You Can B For Sales Effectiveness
Earlier this week I was speaking with distributor and we were discussing sales effectiveness. Throughout his career he has been in sales roles, inclusive of sales management. One of the areas …
Sales Persistence Pays
Recently I saw a posting on LinkedIn that shared these sales statistics. Having been in sales, managed sales teams and consulted with clients regarding their sales organizations, it struck a …