Reallocate Conference Funds to Support Growth
This year many companies should be able to find some “extra” dollars around to reallocate. The question is whether they reallocate them to investments to drive business, funding for incremental …
Growth Strategies
Evaluating eCommerce Companies, Forrester-style
COVID has heightened the benefit or, and interest in, eCommerce for electrical distributors. Our second and third COVID-19 Electrical Market Sentiment Reports have shown that those with an eCommerce offering …
Make sure you don\’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …
Make sure you don’t waste a good pandemic
No, we’re not being flippant. The pandemic has been disruptive to all, destructive for many (especially those who contracted COVID as well as in business consequences for many) and tragic …
What Walmart Can Teach Distributors About eCommerce
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated …
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Resilience is Key to Maximizing Selling Price
While many think that there will be a number of distributors, and maybe some manufacturers, that close due to COVID-19, perhaps the bigger impact will be on distributors who survive …
Moving from Survivability to Thriveability
In talking with distributors and manufacturers it is clear that many are actively in the planning and pivoting mode, moving from survivability to thriveability. They’ve stabilized their business financially, emotionally …
Market Targeting – The story of Chicken Little
Chicken Little arrived in the US in mid-March and declared \”the world is falling\”, and it started to … and has. Humpty Dumpty fell and he then said, since his …
COVID Content, Concepts & Comments
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
Increasing Sales Effectiveness, a COVID Opportunity?
A potential outcome of COVID-19 is a rethinking of sales organizations. You\’ve now had an opportunity to consider their effectiveness in a different sales environment and hopefully are starting to …
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