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 …
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 …
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 …
Acquisitions – Pieces of a Puzzle …Border States and Womack Read More »
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 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 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 …
Distributors Need to Evolve from Being Product Companies Read More »
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 …
Service Agreements / Extended Warranties – Revenue Generator & Potential Differentiator Read More »
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 …
Channel Marketing and Funding … but for eCommerce Initiatives? Read More »
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 …
GM Leader Drives Cultural Change, Innovation and Results Read More »
Much is talked about \”innovation\”. It\’s a term that is loosely tossed around and requires a commitment, or perhaps a better term is \”mentality\”, that is infused into individuals and …
