A changing MRO environment?
Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO […]
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Growth Strategies
Developing Your Team Through Channel Dynamic Sharing
Last week we shared thoughts on 10 channel dynamics that are impacting, and will have a greater influence in 2019. To reiterate, these dynamics are: Whose brand is valuable? Size
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10 Channel Dynamics as Turning the Page into 2019
As we turn the page into 2019, welcome to new opportunities, new challenges, new initiatives and perhaps some new ways of doing business / serving your customers to ensure a
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Using M&A to Change Paradigms
Every year there is much talk about M&A (mergers and acquisitions). Some companies forecast it into their budget. For some it is part of their culture to always be seeking
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The Intelligent Building – A reality or just an IoT dream?
The last couple of years have seen a plethora of lighting innovations in a quest to \”control\” the ceiling and eventually a building, a network of buildings and then cities.
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Distributors. Has Amazon Business Been Good for You?
Conventional wisdom is that Amazon Business is not good for MRO and construction distributors.They are a technological behemoth that knows nothing about “our space” and are only successful because they
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Protecting Price and the Channel in an Online Marketplace World (Amazon)
Amazon Business is talked about regularly within distribution industries in general and especially in the MRO space. Barely a meeting goes by with a manufacturer where the topic of \”what
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Over a Billion Dollars in Rebate and Marketing Funding to Distributors
Every year hundreds of millions of dollars have been invested / spent by manufacturers to solicit preference from distributors. In fact, about 10 years ago we estimated over $500M was
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Are Your Sales and Marketing Teams Inhibiting Growth?
We\’re at the mid-year and we\’re hearing a wide array of distributor and manufacturer performance. Industry forecasters state the market should be around 6% which begs the question, are you
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Revenue Generation, Content Key Takeaways from B2B Online Conference
eCommerce continues to be a heavily discussed issue within the electrical industry with distributors, in aggregate, investing millions of dollars and manufacturers redesigning sites, investing to build, manage and enhance
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